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Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don't? Well, in most cases, convincing salespeople use special elements within their pitches to help increase their persuasiveness. These elements are not heavily guarded secrets, though they are not commonly discussed in general conversation either. Two of the most overlooked and forgotten elements to an effective sales pitch are: 1. The Visualization Step Each element is easy to create and incredibly persuasive if done correctly. VISUALIZATION STEP - PUT THE BUYER IN THE PICTURE A Visualization Step is a sentence (or two) which helps the potential customer imagine or visualize what would happen if they did, or did not, do what you are trying to persuade them to do. People think in pictures, not words. It's so much easier to explain something with a picture than it is with a set of directions. Just think about the last time you put together a piece of furniture or constructed a toy for a child's birthday gift. Which was more helpful to putting the item together correctly: the picture of the item on the box or the printed directions? Of course, it was the picture. Let's look at an example of how you could use a visualization step while selling a new product - SuperPrint. "Imagine how much better your life would be if you used the new SuperPrint product to handle all your printing needs - not only could you reduce your printing budget by up to 68%, you could also cut your printing time in half! What would you do with all the extra money in your budget or the additional time in your day?" This example helps encourage the potential buyer to envision her life if she did what you wanted her to do - buy the SuperPrint product. She should start imaging herself doing the things she just can't seem to find the time for - like reading, taking a seminar, or working on a new project. In fact, to help solidify the image in her mind, get answers from the potential client on what she would do with the extra time or money gained by not using other slower, more expensive printers. Once the customer uses her own words to explain what would happen with the additional time or money, she is more likely to buy, buy, buy. =======>>> "If you had an additional two hours a week, what would you do?" =======>>> "If you had an additional $1,000 a month in your budget, how would you spend it?" =======>> How would an additional $1,000 a month help your company? This approach makes it personal to the potential customer and her unique situation. If she uses the new SuperPrint product, she'll have more money and more time. What could be better than that? Let's look at another example, one where you have to persuade someone to give something up for nothing. This tough sales situation is one that non-profit organizations deal with all the time. You work for a charitable organization that works to raise awareness about the need to donate blood. Your job is to increase the amount of blood which is donated every month, and therefore, you obviously want more people to be persuaded to give blood. You need to create a Visualization Step that will cause the potential donors to think about all the wonderful things that would happen if they did give blood, or all of the terrible things that would happen if they did not give blood. The visualization could sound something like: "Think about your mother... brother... daughter... niece.... What if they were in an accident and badly needed blood for a life-saving operation, but there wasn't enough blood available for them to have this operation because too few people donated blood? Donating blood could save the life of someone you care about." "If they don't donate blood, perhaps someone close to them may die. If they do donate blood, someone close to them may be saved." Let's use selling a house as a third example. As the potential buyer wanders through the house, you can use the Visualization Step to get him to begin imaging what life would be like if he were to live in the house. The potential buyer tells you he's a consultant and author and that he's looking for a house where he can set up a home office. As you go through the house with the potential buyer, ask him, "Where would you put your office in this house?" As he answers, he will start imagining where his office will be, where he will put his desk, and where he will set up his filing cabinets. Once he answers you, ask him why he chose that particular room for his office. This will make him think about his office in greater detail, imagining working in the office, looking out the window, and writing his next best seller. How can you use a Visualization Step to help persuade your next audience? CALL-TO-ACTION - TELL THE BUYER WHAT TO DO In addition to a Visualization Step, you also need a Call- to-action in your persuasive speech. This is the easiest, yet most forgotten part of a persuasion speech. A Call-to-action is simply telling the potential buyer exactly what you expect him to do once you finish your pitch. It should be a simple, unambiguous statement which causes the buyer to act. For example, referring back to the sales pitch on blood donation, a Call-to-action could sound something like: "Go to your nearest blood bank and donate blood today." Referring to the SuperPrint product speech, the Call-to- action could be: "Call the phone number today to order your SuperPrint product and start saving money and time!" Referring to the house sale: "Let's put in an offer now." Each of these elements are effective by themselves but work much more effectively when used together. So many salespeople use only one of these two elements and miss opportunities to sell their product or service simply because the did not get the potential client to imagine themselves using the item or did not ask for the sale. Get your potential buyer to visualize what their life would be like if they did (or did not) do what you want them to do, then hit them with the Call-to-action. If you use them effectively and together, your close ratio should increase as well as your commission check! Kirstin Carey is a consultant, award winning speaker, and author of "PowHERful Communications for Women Who Want to be Heard." As a woman business owner, Kirstin fully understands what is necessary for women to be successful entrepreneurs. To find out how you too can love your business everyday and live the entrepreneurial life you want, visit http://www.powherful.com
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Coaching Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." The ?Finding Common Ground? Sales Technique, Is A Myth! Almost every book, manual, workshop or tape series teaching selling skills, will at one point suggest that you need to find something in com-mon with your prospective customer or client, in order to produce a trusting relationship. The thinking behind this suggestion is that if you find you have something in common with a decision-maker, somehow a bond or trust will be formed from a shared interest or mutual acquaint-ance. It is true that people buy from people like themselves, so on the surface this selling technique seems like a reasonable method to produce positive feelings in a prospect, customer or client. But, finding something in common with a decision-maker just takes too long in today's fast paced selling environment and often is too difficult to uncover to build the trusting relationship that actually produces sales success. Focus On The Customer: The Only Secret To Closing People are always looking for ways to close the sale. Often times when you lose a sale, it has nothing to do with your ability to close. The only secret to closing more sales is by focusing more on your customer. The Quickest Way To Increase Your Sales The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. The 7 Deaths of a Salesman In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about doing the right things, it's about showing you what things to avoid. If you can figure out how to control each of these 7 things on a daily basis, you'll be well on you way to selling success. The Top 10 Powerful Tools for Growing Sales Through Creating Connection Your mission as a business owner is to develop a marketing strategy which offers your potential clients/customers a way to improve their situation in a certain way, solve a problem, provide more value, or open new opportunities for them which will motivate them to pick up the phone and buy from you. This requires that the focus of your marketing plan be placed on your customer?NOT ON YOU! Taken from The 90 Day Marketing Marathon Blunders from A to Z these ten powerful tools will support you in creating meaningful connections with your clients/customers and providing real time solutions to their challenges of the today. Why More Sales Training Comes Before More Marketing Expenditure In most businesses, when sales are slow or low, the first reaction is to spend more on marketing. Create better adverts, more adverts; direct sales letters is the cry. But is this always the right solution? Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy. How to Achieve Sales Goals by Focusing on Activities When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Per the advice in the books, I made my goals nice and lofty. You know, make a six-figure income, buy lots of nice toys, go on fabulous vacations, that kind of stuff. And, every day, several times a day, I visualized what my life would be like after I had achieved my goals. 4 Reasons Why the Sale is Not Made When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got a better schedule," or they will blame whatever happens to come to mind that day. Never, do they take stock of their own selling techniques. 10 Amazing Ways To Jump Start Your Sales 1. Find a strategic business partner. Look for ones that have the same objective. You can trade leads, share marketing info, sell package deals, etc. The Clock is Ticking on Your Leads Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow. More Customers! Less Work! Wouldn't it be nice if there were an inexpensive method for creating more customers? There is! Eliminating Objections to Increase Sales You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and for all? Ten Ways to Super Charge Your Sales 1. Add a no-fee interactive game to your web site. You couldhire someone to create it. You want to make the game relatedto the theme of your web site. In the case of our web site-- the Abundance Center -- the theme, abundance, could be agame on how to find abundance. Quiz: What Kind of Sales Shoe Are You? Have you ever wondered what type of saleswoman you are? It doesn't matter if you run your own company or sell for someone else it is extremely important to know what your style is. What does The Sales Diva mean here? Well let me throw my high heel on my desk here and I will explain. 10 Blockbuster Ways To Ignite Your Sales 1. Sign-up to win web site awards. When you win, some award sites publish your web site link, name and description on their site. Objections Are Buying Signals? Usually! How well do you handle objections? Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain.
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