Keys To The Treasure Chest
Here are some keys to the treasure chest that lie within your business.
1 Melt The Ice
The aim of this initial stage is to create a rapport with your customer/prospect by finding out about each other,needs wants don't wants.
What problems you can solve for them,better than their existing provider.
If someone likes you there's a better chance they will do business with you.
The key rule here is that all of us do business with people we know like and trust,this holds true for any one in the world today.
2 Find their hot button.
Find their hot button ,you will know easily when this happens,the other person will be excited ,angry or change their emotional state in some way,make note of this.
Once you have found their hot button,whether it,s paying too much,looking for extra income free time etc etc,that's what they will buy.
This is critical only sell what they will buy and you will be on a winner.
Everybody is motivated by one of two things to avoid pain or make a gain in some way.
3 Press The Hot Button
So you now know what it is that the propsect will buy so tailor your presentation to that.
For example your prospect says that they are tired of high phone bills.
So you then ask How much are you paying?
Do you like paying that much?
Well I can help you here,would you like to find out how? and then of course you illustrate how you help them.
Suppose they complain about their job.
They might complain about the long hours ,lack of apprecaition,,or not being paid enough.
So let's take not being paid enough as our example.
You might ask ,would you like to make more money? and folow up with questions like what would you do with that?what would it mean to you not having that money.
The effect here is to help them sell themselves on the idea of at least looking at your business or service.
4 Get a Commitment
So you've spent sometime with the prospect,and managed to find out what it is that motivates them to take your service or join your business in their own words.
All you have to do from now on is sell to them using the information that has been freely volunteered to you.
So you're not happy with the size of your phone bills(or whatever service they aren't happy with),if I can show you a way to save on that bill without loss of quality ,will you try the service?
Or so you're looking for a way to make extra money every month,to buy a new car (or their own want or need)if I can show you a way to get that car will you join me ?
1 Melt The Ice
The aim of this initial stage is to create a rapport with your customer/prospect by finding out about each other,needs wants don't wants.
What problems you can solve for them,better than their existing provider.
If someone likes you there's a better chance they will do business with you.
The key rule here is that all of us do business with people we know like and trust,this holds true for any one in the world today.
2 Find their hot button.
Find their hot button ,you will know easily when this happens,the other person will be excited ,angry or change their emotional state in some way,make note of this.
Once you have found their hot button,whether it,s paying too much,looking for extra income free time etc etc,that's what they will buy.
This is critical only sell what they will buy and you will be on a winner.
Everybody is motivated by one of two things to avoid pain or make a gain in some way.
3 Press The Hot Button
So you now know what it is that the propsect will buy so tailor your presentation to that.
For example your prospect says that they are tired of high phone bills.
So you then ask How much are you paying?
Do you like paying that much?
Well I can help you here,would you like to find out how? and then of course you illustrate how you help them.
Suppose they complain about their job.
They might complain about the long hours ,lack of apprecaition,,or not being paid enough.
So let's take not being paid enough as our example.
You might ask ,would you like to make more money? and folow up with questions like what would you do with that?what would it mean to you not having that money.
The effect here is to help them sell themselves on the idea of at least looking at your business or service.
4 Get a Commitment
So you've spent sometime with the prospect,and managed to find out what it is that motivates them to take your service or join your business in their own words.
All you have to do from now on is sell to them using the information that has been freely volunteered to you.
So you're not happy with the size of your phone bills(or whatever service they aren't happy with),if I can show you a way to save on that bill without loss of quality ,will you try the service?
Or so you're looking for a way to make extra money every month,to buy a new car (or their own want or need)if I can show you a way to get that car will you join me ?
posted by Unknown at 8:47 PM
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