|
|
||
|
High definition provides the best picture possible.
|
||
|
|
||
| This tip concludes the three-part series of selling fruit! It began with talking about selling benefits, not features, and it continued with working hard to find the benefit that has the greatest value to your prospect. It concludes now with painting vivid word pictures so that the prospect sees the benefit.
Why paint word pictures? Every sale is based on emotion. A sale occurs when there is a transfer of enthusiasm. It’s not enough for you to be excited; you have to get your prospect excited. You can’t leave it as a black and white text message. |
 |
|
|
|
Why do you think the car dealer wants you to test drive a car? After all, you’ve seen the commercials, studied the brochures, driven by the lot, and noticed other people driving the model you’re attracted to. Have you ever bought a car you didn’t test drive? There’s something about being behind the wheel and visualizing being the owner of this wonderful automobile. Being in the moment sells a lot of cars. It also sells a lot of whatever it is that you sell. For example, if your product enables the prospect to get more work done, don’t just say it increases productivity. Ask what could be done with two more prime hours a day. Get the prospect to dream about that. Then, make the point that your product or service can effectively make that happen. The more vivid your examples and the more you involve the prospect, the stronger the point you make. This takes work, but it is more than worth it. High Definition Selling is putting the prospect in the moment. If you make it real, it is hard for prospects to say no or not now.
The next tip will be sent August 15 - Questions: a sales person's best friend. |
|
|
|
||
|
|
||
|
[ Home Page | Site Map | About Us | Newsletter| In-House Training | Public Courses] |
||
|
|
||
 Copyright ©2006 Sales Concepts, Inc. 610 Hembree Parkway, Suite 407, Roswell, GA 30076-3817 USA |
||