Four Tips to Land the Sale
Get them to say yes…about other things. Getting the word yes to be spoken as soon as possible in the conversation helps build momentum toward a positive outcome. Emphasize the things you already agree on.
Be dramatic. Dramatize your ideas and what you are selling by using images in combination with words.
Give credit. Allow people to feel that they are coming up with the solutions and ideas. Make suggestions that drive them toward the conclusion you want them to have. And then give them credit for it. People are more committed to their own ideas.
Appeal to a nobler ideal. Delusions of grandeur, maybe. But if you can convince the prospect you are selling them something more profound then an insurance product, you will have an easier time selling them. What do you sell? Safety, security, peace of mind, hope?
Comments
Getting your prospect to say yes, begins with a series of yess'es. Always ask questions that require a yes. Example: If you were to ask someone( knowing they have never been here before) "have you ever been here the reply would be NO. Or you can ask " is this your first time here? Reply, YES. Keep them saying yes by controlling them subconciously. Before you know it they cant say NO
Posted by: mike allevato | April 12, 2008 07:42 AM