Focus on loss, not gain
Humans feel the pain of loss more than they’re pleased by gain, according to the Nobel Prize winner Daniel Kahneman. Sell prospects by showing how you can protect them from loss, before explaining how you make them more money.
Let customers sell themselves
Ask potential buyers what they look for in your type of product. They will lay out the attributes they desire and can conclude for themselves your product is right for them.
Engage doubts
Engage doubts: challenge prospects to critique your product. That way you can overcome objections and make them confident in your offer.
How to be liked
1) Praise others 2) Give others your full attention 3) Listen more than you talk 4) Don’t act self-important 5) Don’t discuss failings of others.
People are busy
People are busy. Get to the point and stay on message.
How many times should you contact a customer
How many times should you contact a customer? According to Denny Hatch, former editor of Target Market magazine, “Only when you can make a great offer should you bother the customer.”
Always have an offer in your direct mail promotions
Always have an offer in your direct mail promotions. Without an offer there is no reason for prospects to respond and you’ve incurred marketing cost without any hope of revenue.
Sales Courtesy
The more you help other people, the more they will help you, including buying from you and referring you to others.
Attitude is everything
“It will never work” should be replaced with “I’ll give it a try.” “The clients won’t buy it” should be replaced with “We’ll do better educating them.”
Thank you notes
Write them by hand and address the envelopes by hand. Use live stamps rather than a postage machine. This will increase the way you are remembered in a positive way.
Everyone has two fears
a) Being hustled or manipulated; b) Being taken advantage of. Whenever you meet new people, these fears are uppermost in their minds. Your first job is to allay these fears.
Sell Without Selling
Be a go-giver, rather than a go-getter. Instead of looking at people for what you can get from them, ask people questions and think about how you might be able to help them in some way.
How to Present Your Proposition in Person
- Start with “Do you know . . . ?”
- Follow with “What we do …”
- End with “So that . . . ” For example, “Do you know that most Seniors haven’t saved enough for retirement? What we do is help them gain control of their finances so they can retire safely without worries.”
Handling Customers
If you’re not handling customers efficiently, fairly and exceptionally, they’re not going to continue paying you to do what you do. Someone else is going to come along and do it better.
Law of Networking
The more people you meet, the greater the likelihood you will meet the right person, at the right time, with the right business opportunity for you. (Brian Tracy)