This week's focus is on the psychology of sales.
In other words what prompts prospective clients / customers to want to do business with you?
1. Knowledge
Make sure you not only understand what your product / service does, but also how it adds value, its cost benefits, and its' pros and cons (always be honest about the pros and cons).
It is also important to have the same understanding for the products / services of your top five competitors.
2. The Away From or Towards Decision Making Filter
Over 80% of people buy / subscribe to products and services because they want the product / service to alleviate or solve a particular problem or challenge they're facing. Therefore tailor your sales pitch to your products / services ability to solve your prospect's problem.
You may well have the perfect product for your prospect. But if you're not speaking the same language - in other words effectively demonstrating how your product will enable the prospect to overcome a particular problem or challenge - it's quite likely there'll be no connection; and hence no sale.
Listen, then ensure your reply demonstrates your ability to solve your prospect's problem.
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