Psychology Of Selling!
Chapter 5. Take time with customers
When a person has tried their best and lived to the fullest for
the needs of his family and society,
he succeeded. – Mack R Douglas
The most important rule for successful sales is
to always spend more time with the prospect.
This rule is brief,
but it captures the entire sales strategy.
The more time you spend with the prospect,
the more, according to the “Law of Probability”,
the more sales you will make
and the closer to success.
Finding new customers to talk to
and meeting them
for the first time is one of the biggest challenges in the sales process.
All advertising and promotional activities are built
by businesses to accelerate
or support this.
Identifying potential customers is also a source of pressure and annoyance.
Many salespeople have had to give up very promising careers
because they failed to master this skill.
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You can learn any skill
Luckily for you,
prospecting is a skill you can absolutely learn.
If someone is good at identifying potential customers,
you might as well be them.
You just need to learn other people’s strategies and techniques
and apply them to your work
until you feel confident.
Surely your business career will be successful.
1.Now you know how to think creatively
and analyze your market.
2. You have identified the key competitive advantage
and uniqueness of your business.
3. You know who to talk to
and why they should buy from you.
Ammo is loaded,
4. Now you just need to aim and shoot.
Here’s the hard part:
You need to call or meet in person customers you’ve never met.
It will be one of the hardest parts of sales
– until you master it.
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Potential customer determination process
Continuously analyzing your products
and markets will bring in a steady stream of potential customers for you.
This process begins with the first meeting,
which will determine whether or not you make a sale.
Therefore, every word uttered must be prepared in advance
to achieve the intended goals.
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Dispel customer concerns
When reaching out to customers,
you have to break their preoccupation.
Each person may be busy thinking about other things,
they are completely immersed in personal matters:
work,
family,
health,
business or debts.
If you don’t break those concerns right
from the opening sentence,
you won’t have a chance to talk about your product.
Some people have a habit of calling customers,
introducing themselves,
and then talking about their products
or services right away.
Use a better approach:
introduce yourself, then ask,
“Can I bother you for two minutes?”
Only when the customer is satisfied should you mention the benefits
of the product you are selling.
**********************
Make your business based on appointments, not products
When on the phone,
never talk about products or prices,
unless you can sell
without meeting the customer.
This is a very important rule.
Some young salespeople are often eager
to pour out a series of detailed product descriptions
from the very first sentence to the customer.
But if you do that,
you’re sabotaging the sale,
and the customer won’t have enough information to consider your offer.
In that case,
they will refute:
I don’t care or:
“We don’t have a need right now.”
And as a result, you’re just talking on the phone.
**********************
Choose your words carefully
When meeting a customer for the first time,
a salesperson often opens the conversation
with their product,
while the customer is on the phone,
signing a check,
or doing other hunches.
The customer’s mind is still somewhere,
they don’t pay attention to you.
You sit there
and they are preoccupied with their lives.
Your job is to break their indifference
before you start talking.
Your first words are like throwing a brick at a glass door.
Come up with an opening sentence or question
that can completely capture their interest.
This statement needs to be about the results
and benefits the customer will get
from your product or service,
but, don’t directly refer to the product
or service right away.
**********************
Make it easy to break the customer’s mind
Many years ago,
there was a salesman who worked
for Coming Glass at the exact same time that
the company introduced safety glasses to the market.
This product consisted of a transparent plastic sheet
between two glass panels,
so it would not break like most other windshields of the time.
The young salesman started his career with this new product
and within a year
he became the best business man in safety glass in North America.
In a national conference,
he was invited to share his business secrets
with the attendees
and received the top award for his success.
its business.
They all want to know
“How do you sell more safety glasses than everyone else?”
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Let’s prove the benefit
He explains:
“First of all,
I asked the factory to cut a few square glass panels
with an area of about 35cm2
and bring with me,
along with a hammer,
on every sales trip.
When I meet with clients, I say:
Would you like to see a piece of glass that never breaks?”
The customer will say,
“It can’t be.
I do not believe”.
I responded by placing this piece of glass on the table
and smashing it with a hammer.
Instinctively,
he would jump up and put his hand over his eyes.
He will be surprised to see that
the glass is not broken.
Then everything was simple,
I asked:
“Are you satisfied?
and start writing the bill.”
**********************
Passing the experience on to everyone
Coming Glass Company is very impressed with this know-how.
The very next year,
they equipped each of their employees
with a hammer
and a glass in their sales journey across the United States.
This method works,
and they sell a lot.
Later that year,
at a national business conference,
this salesperson got ahead of the others.
Once again he was invited to the podium to receive the award
for the best salesman in the country.
And they asked him again:
“How did you outperform others last year?”
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Customers also need to participate
“Well, because I knew you were going to use my method,
I had to come up with a new method.
Now when I go to see a client,
hammer in one hand and safety glass in the other,
I ask the client:
would you like to see an unbreakable glass?”
“I don’t believe it,” he said.
Then I put the glass on the table
and gave him the hammer to smash the glass.
After trying and failing to break the glass,
he was convinced.
After that, all I had to do was write the bill.
**********************
A good start is half of the success
Getting off to a good start with smart questions aimed
at the benefits your product offers
to your customers can help you sell more smoothly.
A smart start will break the customer’s worries,
capture their interest.
Then the customer is ready to listen to you.
Marketing expert Dan Kennedy recommends using an opening sentence
when you’re approaching a prospect for the first time
so that the prospect has to ask again:
“Really? How can you do that?”
For example:
“We can provide you with unbreakable glass”
– “Really? How could you do that?”
Your statement needs
to immediately grab the customer’s attention.
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Your time is limited
You only have about 30 seconds in the early stages of the meeting
to capture the customer’s attention.
During that time,
the customer decides whether
or not they should listen to you.
If you keep going around,
customers will lose their patience
and leave after 30 seconds.
At that point,
it’s hard to get them back.
Experts agree that the first 15–25 words
you say determine the rest of the story.
Therefore, you should choose sentences carefully
and repeat them often.
Do not miss the opportunity!
The first 15-25 words will decide the rest of the story.
Many salespeople,
when they first meet a customer,
say to themselves,
“it’s hard to get started,
what am I going to say from here?”
That’s not your way.
**********************
Prepare word by word
You should prepare each word carefully
and practice it in front of a mirror to memorize it,
then practice with your clients
and see how the effect affects them.
If this method does not attract the attention of customers,
you have to start from the beginning.
You have to come up
with another opening sentence yourself
until the customer has the reaction you want:
“Oh, what is it?”
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Opening sentences can freeze a date
I learned this important lesson from my own experience.
When I went to invite admissions
to a sales training course,
I called the customer
and said something like:
“I want to introduce you to the sales training program.”
As a result,
I got answers like:
“We don’t have enough money.”
“We don’t have time to train our salespeople.”
“We have our own sales training program.”
“Our employees do not need training.
Sales are currently declining
and we cannot afford this.”
– “Business is losing money.”
“We don’t have a budget for training.”
To varying degrees,
but these are some of the questions that
customers often respond in that case.
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Record and reuse the opening words
When I realized my approach was going nowhere,
I stopped and studied it again.
I rethought my opening statements,
trying to determine what
I could do to reach potential customers more effectively.
Finally, I realized where I was wrong
and came up with a new strategy.
First, I have to make sure
I’m talking to the right person before planning a date.
Who are the potential customers of a sales training in businesses?
Obviously, that
is the person responsible for
the business training of the salesperson:
the boss or the person in charge of the sales.
The second question:
What is the main need,
the main concern of the potential customer?
This is also very clear.
My potential customers
– business owners or people in charge
– are not interested in sales training.
They only care about how to sell more products
and increase revenue.
I have to ask a question that focuses on the specific needs,
results, or benefits the customer is looking for
in order to make a sale.
**********************
Back to the phone
I started over with prospecting over the phone.
The first question
I asked the receptionist was:
“In your company,
who is responsible for sales and sales training?”
“That’s Mr. Brown,
our business manager.”
“May I speak to Mr. Brown,”
and the receptionist hooked me up.
Once connected,
I will say:
“Mr. Brown,
my name is Brian Tracy,
from the Institute for Executive & Management Training.
I would like to ask if you are interested in a proven method that
can increase your sales by 20-30% within 12 months?”
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Remember the main benefits
I will repeat the main benefits,
the “hot keys”:
“Mr. Brown, we have just developed a method that
can increase sales by 20-30% or even 50% in a year.
within the next few months.”
Often the customer will say,
“Really? How is that so?”
And I replied:
That’s why I called you.
I just need 10 minutes to show you this system.
You can then decide
for yourself whether to apply the system
to your company and your salespeople.
From failing to find leads over the phone,
I started dating 4 out of 5 people,
even 9 out of 10 people that
I called from the number on the phone book.
With just a small change in approach,
I was able to sell more products than I did last year.
Your opening sentences should make the listener ask:
what is it or is it real?
How could you do that?
If you can’t do this then you need to think again.
If that question doesn’t immediately disrupt the preoccupation
and doesn’t capture the customer’s interest,
you have to think again until you do.
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Reaction in sales is normal
If a potential customer says,
“well, I don’t really care either,”
that has two possibilities:
either your question isn’t strong enough,
or the person you’re talking
to was never the customer with potential goods.
Perhaps you spoke to the wrong person.
When you start a conversation
with an affirmative sentence
or a powerful question,
you have placed yourself in the ranks
of sales professionals.
Instead of wasting the first few minutes talking about your product line,
or crap about how long you’ve been in town,
most customers would rather you get straight to the point.
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Neutralize initial reactions
The first time you call a prospect,
you may have interrupted what they were doing,
and it may be more important to them than anything you say.
Everyone is busy,
so you should be calm in the face of these reactions,
even if you are offering the best product at the most reasonable price
and the best quality.
The following is a possible way to neutralize this reaction.
When a prospect says something like,
“Thanks for calling but I don’t care,
or I’m not your target audience,
don’t take it too seriously.
Potential customers have no idea about your product or service,
how it is useful to themselves
and their company.
Their response is a natural response to any offer.
Manipulating these reactions like a boxer
and his opponent’s punches,
you end up coming back to your guests
with statements like these:
“Yes, most people in your field feel the same way at first.
But now they have become our regular customers
and recommend us to their acquaintances.”
When potential customers hear such statements,
they will immediately stop what
they are doing and show interest.
They often say things like this:
“Really? What is that?”
**********************
Adjust the way back to the problem
You can make your words stronger
by being specific to your client’s concerns:
Yes, most people in the financial industry felt the same way you did
when I called them for the first time.
But now they have become our regular customers
and they even recommend us to their acquaintances.
In Robert Cialdini’s Influence,
he explains the effect of “social proof”
when it comes to building credibility
and arousing lust.
Social verification comes from everyone,
be it your customers,
people who have purchased your product.
Whenever we hear that someone like us,
a friend in the same industry,
with similar interests
and beliefs has bought a product,
we immediately want to know what it is.
If the majority of people like us
have ever purchased a certain product,
we can infer for ourselves
that it could be a good choice.
When a potential customer says,
“Oh, really? What is that?”
Then answer:
“That’s what I’m trying to tell you.
I’ll only bother you for about 10 minutes,
then you can decide for yourself if it’s right for you.”
Busy customers might say,
“So can you talk about that product over the phone?”
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No sales over the phone
Answer: “I don’t mind talking to you on the phone about our product,
but I would also like you to see it for yourself.”
This statement will arouse curiosity for customers.
At that point,
you should come up with
two specific times to make an appointment.
“Is this Tuesday morning convenient for you?
Or is it better on Wednesday afternoon?”
Remember the purpose of the first call
is not to sell a product or discuss it,
but to get 10 minutes of one-on-one talk with the customer.
Don’t say anything other than ask for an appointment
and refuse to talk about your product or price over the phone.
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Avoid regrets
Sometimes busy customers will say:
Can you send me the information by mail?
Did you know that
the risk of them forgetting the letter is great,
and that they decide not to talk or see you anymore?
They feel they already have enough information
to make a decision
and don’t need to spend time with a salesperson.
Mailing information is often a waste of time and money,
unless you specialize in remote sales.
When a customer asks for this,
it is best to answer:
I don’t mind sending you a letter,
but you also know the reliability of letters from these days.
Why not let me bring it over to you on Tuesday afternoon?
Will I come Tuesday afternoon?
**********************
Don’t let your customers avoid you
The prospect will now try to avoid making a commitment:
“Okay, give me a call on Monday
and we’ll meet again next week.”
If you agree,
then when you call back on Monday,
the client may be “in the meeting” again
and you may never see them again.
Instead, say firmly,
“I have a calendar here, do you have a calendar there?”
Potential customers will always agree that
they have a calendar in hand.
Take the opportunity:
“Let’s schedule an appointment.
If you have something to change,
call me to reschedule.
In the short term,
this Tuesday afternoon,
is around 3 o’clock convenient for you?”
When the customer agrees to meet you at a specific time,
the first step is to make a successful sale.
Then confirm the appointment time
and date and give your phone number
to the customer in case
of need to contact.
If this happens,
thank the customer sincerely,
repeat the time,
date, and location of your appointment and say,
“Thank you, you will definitely like my product.”
When the customer agrees to meet you at a specific time,
the first step is to make a successful sale.
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Meet customers face-to-face
Your first task is to make the customer listen to you.
But before customers sit back
and listen to you,
they want to know five things in their hearts.
They won’t speak out or ask you questions,
but these things are necessary
if you want them to be heard.
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First, they want to make sure
the story you’re talking about really has something to do with it.
That’s why you should get straight
to the product’s benefits in the first sentence.
If you sell something related to their life or work,
you will capture their full attention.
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Second, they want to make sure that
they are the person you want to talk to,
that your product meets their needs can be satisfied by your product.
Fortunately, you already know this potential customer
so well that while you wait for
the receptionist to pick up the phone,
you know you’re talking to the right person.
But if you are in doubt,
ask further:
“Are you in charge of increasing the sales of the business?
Are you in charge of cutting information processing costs?”
or: “Are you really the person
I can talk to [specify] that needs to be addressed in the business?”
Remember that
you are not simply selling a product or service.
Are you selling a solution to a problem
or providing the satisfaction of a real need.
First of all,
you have to find the audience that
has a problem or need.
Only then can you start talking about
how to help them get the benefits your service can offer.
There’s no point in crafting a great sales plan for someone
who doesn’t have a need, or who isn’t a buyer.
Always make sure you’re talking to the right person.
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Third, customers at least expect you to be brief.
Everyone is busy and often overloaded
with all kinds of problems and responsibility.
Customers will become anxious
and have a negative attitude towards you
so they will think you are wasting their time.
So you should immediately assert that
you will only be asking for a few minutes
to talk about the benefits mentioned in the first few sentences.
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Fourth, customers never want to be put in a passive position.
That’s why you should say,
“I want to show you something and you can decide for yourself.”
This statement removes the pressure on the buyer
and they will accept the appointment from the very beginning.
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Fifth, they want to make sure you don’t pressure them.
The two things that
customers fear most about salespeople are the feeling of being
under pressure
and the fear of being taken advantage of.
With a positive,
polite and friendly attitude,
you can erase these worries.
Let them feel comfortable and willing to listen.
These 5 goals must be achieved
at the beginning of the conversation,
if over the phone, you must regularly reach out
with new leads before you have the opportunity
to meet them in person.
I have taught thousands of sales people this method
with the hope of helping them get the appointment they want.
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Let’s start with a tight question
When meeting a new client face-to-face,
introduce yourself,
shake hands,
sit comfortably,
and open with a tight question.
It’s often an interesting
and unusual question that
deals with the benefits of the product you’re selling.
Questions are often powerful
because people have a natural response when asked:
If you ask the time,
before they can think of anything else,
they will look at the clock
and tell you what time it is?
People often automatically answer such questions.
That’s why we say in the sales environment:
The person asking the question is the driver.
One way to quickly master a conversation is to ask questions.
As long as the customer answers your question,
they will remain completely focused on what you are asking.
When you ask a potential customer,
“May I ask you a question?”,
they will agree.
From there,
you have complete control over the story.
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Keep asking questions,
good questions will bring good responses
When you ask a customer:
“Do you want to know a proven method
to increase your sales by 20-30% per year?”
they can say nothing
but the answer.
The questioner is always the one in control.
In my years of using this question
to open a conversation with a prospect,
I’ve only met one person who said,
“No, I’m not interested.”
And the reason he didn’t care was that his company went bankrupt.
He said:
It is too late.
If only you had called me 6 months ago.
But to this answer,
every sales manager to this question says,
“Yes! What is it?
When can you come and talk?”
Your question gave rise to this answer.
The second step in this approach is
to meet the client face-to-face and say:
I’m just asking for 10 minutes to show you what
I have and you can decide for yourself.
An important idea to convey is that “you decide for yourself”.
It assures the client that the conversation will be brief,
that they will not be under any pressure,
and that you have something important to share with them.
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Contact other satisfied customers
In many cases, even with the best opening sentence,
the prospect hesitates and refuses.
To avoid this,
it is best to mention other satisfied customers
who have used your services.
If you are selling to a printing company
and another printing company has used your product,
tell them:
“Another company in your industry,
ABC Printing Company,
has used your product,
and as a result,
many good results have been obtained.”
With its power,
“social verification” can change the negative
and neutral attitudes of customers to positive ones,
giving rise to the desire to see
and know about the things that customers
want the same industry they have been doing.
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Build credibility for your product
When I offer sales training,
I will say,
“There are thousands of companies that
are already using this process,
with great success.
It is tested and completely guaranteed.
I just need 10 minutes to show you this,
then you can decide for yourself whether or not.”
Anyone can give you 10 minutes.
They may not be willing to give you half an hour
even though they date you month after month,
but they can give you 10 minutes straight away
if you offer them something beneficial.
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Always be professional
It’s wrong to make a request like this:
“Is 10:30 a.m. this morning
or 1:20 a.m. tomorrow for you?”
This is an attractive
but old-fashioned
and over-heard approach,
which can damage your credibility.
Even if customers were interested in your offer in the past,
they may now lose interest
so they feel you are trying to take advantage of them.
This is when you need to be friendly,
positive,
and patient.
Give a moment that seems more general like around 10:00 on a Tuesday
or 3:00 p.m.
on a Thursday.
If neither of these times is right for the client,
you can further ask:
“Which is right for you?”
Remember: The questioner is always the one in control.
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Confirm the appointment
Once you’ve made your appointment,
it’s just the beginning.
Before going to a scheduled appointment,
call to reconfirm.
This is a way to show professionalism.
Many people are afraid to call to confirm
because they are afraid that
the prospect will cancel the appointment at that moment.
So they will be there on time.
However, it is more likely
that the prospect is busy
with a meeting or going out,
maybe they are sick or have an emergency.
A lot of scheduled appointments fail just
because you have no control over it.
There are two ways to confirm the appointment.
The first way is to call customers and let them know
that you will be available at the time of appointment
and look forward to seeing them.
This is a way for clients to reschedule
if something happens to coincide
with your appointment.
Another way is to call the front desk and ask:
“Is Mr. Brown there?”
When the receptionist answers “yes,” you can say,
“Okay. I’m Brian Tracy.
I called to confirm my appointment
with him at 10:00 am tomorrow.
Please tell him I’ll be on time.
Thank you so much!”
If for some reason your appointment is postponed.
Use the skill I explained in this chapter
and quickly come up with another time.
I usually set an appointment
and reaffirm at a specific time
a few weeks in advance.
The number of appointments
that go on schedule is amazing and so is it.
Countless businesses have been derived from it.
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Manage by Exceptions
Customers will often say,
“I’m not sure
I’ll be in town that day.
Can you call me back a few days
before or next week to make plans?”
When you hear this,
answer immediately:
I know how busy you are.
But make an exception.
We will schedule an appointment today
and if there is something unexpected,
it can be rescheduled later.
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Be inquisitive and patient.
When you have the opportunity to talk to a potential customer
who is interested in your product,
you need to be persistent to get a specific appointment time.
People are often influenced by their own expectations.
If they think it will be beneficial to you,
they will look forward to meeting with you.
If an appointment needs to be rescheduled,
they will call you on their own
if you have scheduled it correctly from the beginning.
Meeting customers,
your chances of selling will increase 10–20 times compared
to talking on the phone.
When customers meet you face to face
and see that you are smart and professional,
they will appreciate you more.
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High qualifications of hearts
enhanced the possibility of finding potential customers through the phone
There are two things you can do to improve
the quality of your phone conversation.
First, stand when calling.
When you’re standing,
the energy goes to the middle of your body.
The volume and pitch of your voice will sound louder
and more confident.
You have more vitality
and will become more trustworthy and powerful.
The second thing you can do is smile on the phone.
It’s amazing how a smile can be felt on the other end of the line.
(People can tell if you’re smiling,
or maybe even worse,
feel you’re frowning.)
Many of the salespeople
I work with even put mirrors
in front of their desks
to smile at themselves while talking on the phone with customers.
By combining standing and smiling,
you can create a greater energy
and a more sincere attitude.
In the case of talking on the phone,
that’s part of what determines whether
or not you can make an appointment.
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Active
Don’t expect customers to call you back on their own,
no matter how honest and knowledgeable they are.
It is you, the salesperson,
that must remain proactive
until your first face-to-face meeting.
Don’t let customers avoid you for any reason
and just sit back
and wait for them
to call you back on their own.
Because they are busy,
they will not come back
even if they are interested in what you sell.
Don’t expect customers to call you back on their own,
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No matter how honest and understanding they are.
Remember that rejection is not personal.
The first reaction is not personal either.
When a potential customer says they are not interested
or satisfied with the present,
it means nothing.
It is very normal and a natural reaction.
Don’t attribute it to personal reasons.
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Brain training
This is one of the most important secrets of all sales psychology.
It has to do with how you mentally prepare yourself
before going to meet a prospect,
especially for the first time.
Pause for a few seconds to create a clear image of yourself
– completely relaxed,
friendly,
smiling,
and completely in control of the conversation.
Then, take a deep breath to fill your chest with air.
Inhale for a count of
seven and exhale for the same amount of time.
As you take a deep breath,
continue to think of yourself as the best salesperson you can be.
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Let’s create a clear picture
Before going to the customer,
imagine a picture with the customer’s positive reactions.
Imagine their smile,
their joy when they talk to you.
You can also lift yourself up
before you go to the client
by recalling a successful sales call the day before.
Think back to how enjoyable
it was to talk to a customer,
how well they collaborated,
especially when the conversation ended with a sale.
Remember the feeling of joy
and satisfaction you got from that sale.
Then, convey this feeling to the picture you’ve created
and to the client you’re about to meet.
This action will surprise you.
It will make your whole being better.
Take a deep breath,
relax,
imagine,
that’s enough for you to work at your best.
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Communicate with yourself in a positive way
Don’t forget to use the skill we discussed:
using assertive affirmations.
Especially if you are feeling stressed,
forcefully repeat the following statements to yourself:
“I love me! I love you! I love me” and I love my job!
I love work! I love work!
Warm yourself up and prepare yourself by repeating:
Am I happy?
I feel healthy!
I feel great?
You can’t say those sentences
without feeling happier and more confident.
When you come to the client,
the customer will also feel your positivity.
Always prepare for the meeting
by breathing deeply,
imagining,
and affirming yourself first.
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Create a premise for implementation
When you meet a client,
shake hands firmly
and say,
“Thanks for your time,
you’ll enjoy what you see.”
By building such a positive expectation,
you will keep them interested and curious.
They wonder, “What is that?”
When you smile,
confidently and optimistically,
you also convey that feeling
to your customers
and create an atmosphere of higher expectations
with what you envision.
**********************
Looking forward to welcoming you
Sometimes, your customers have a bad morning.
Since their arrival,
they have been inundated with phone messages,
emails and complaints.
The coffee is cold,
the staff is sick or unhappy,
the boss is upset,
and then you come.
The customer thinks:
“Thank God, this person looks kind,
cheerful,
intelligent and optimistic,
maybe this person will bring me something interesting. ”
Many people feel that way.
You can be a bright spot during that
gloomy morning or afternoon.
When you’re smiling and friendly,
they’ll be happy to see you.
**********************
Refusing to talk while standing
Sometimes a busy customer will meet you at the front desk
and ask you to talk about your product.
But you should refuse to talk while standing.
By doing so,
you can devalue your products and services.
No one buys but stands.
Please refuse to work this way.
**********************
No one buys but stands.
Or refuse to work this way.
Remember the adage:
Everything counts.
Unless you’re selling in a showroom,
no one will consider your product valuable
if you’re willing to talk about it,
trying to sell it while standing. Instead say:
What I want to show you today is very important,
and I need to ask you for about 10 minutes.
If he still doesn’t invite you to sit down
and discuss the offer, say,
“If you don’t have time right now,
maybe we can make an appointment another day,
when it’s really convenient for you.”
Refuse to stand
and talk about your product.
The basic rule is:
If customers don’t buy your product while standing,
don’t try to sell standing and selling.
**********************
Respect your product
The same thing happens
when you make a phone call.
If customers don’t buy over the phone,
don’t try to sell over the phone either.
If customers can’t buy
and sell and pay by mail,
don’t sell by mail.
If your product needs your presence,
try to be there to pitch.
Customers also will not be standing
and deciding to buy.
They decide to buy
when they have sat down comfortably,
whether in the office or at home.
They decide to buy after listening,
considering
and reviewing your product.
They only buy when they have evaluated,
considered and decided that
the benefits you bring are worth paying for you.
**********************
PRACTICE
1. Determine the exact number of leads you call every day,
every week to achieve your sales and income goals.
2. Spend about 80% of your time searching for leads
until you have too many customers and no longer call anyone else.
3. Record your phone calls to potential customers,
memorize it and keep practicing
until you can speak naturally and comfortably.
4. Ignore obstacles when you find leads,
focus on results and profits
profits of what you sell
and think of other satisfied customers.
5. Be proactive, record the exact date
and time of the first meeting with the customer.
6. Refuse to talk about products and services
or prices over the phone,
focus your mind on meeting in person and nothing else.
7. Get things ready for the meeting:
Pre-rehearse the action at home,
experimenting on the internet if possible
so you look completely professional
when you meet the client for the first time.
A meticulous plan will make everything possible. – Mark Caine
