The "Missing Link" in ANY of your Sales Efforts!
My goodness....I was almost overwhelmed by the UN-Knowledge I had.
And....then...when my kids went thru their "So-Called" COLLEGE EDUCATION....it RE-AFFIRMED what I thought; "College does NOT prepare you for "LIFE"!
We have to "Figure out Things...For OURSELVES!"
So...when I was out in the "Real World" I came to the Self-Realization that, "Hey Guy! YOU better learn something about "Selling"!
So I read Frank Betcher's and Elmer Wheeler's books and everything on "Sales" I could find (Heck! College did NOT teach me HOW to "Apply for a Job")...and...I signed up for a Dale Carnegie Sales Course where I learned what gave me "CONFIDENCE" to Start My Own Biz.....the MAIN item in
"HOW TO SELL ANYTHING TO ANYBODY!"
The MAIN item in the "AIDA" Formula (Attention-Interest-DESIRE-Close)....that I used to sell THOUSANDS of Orders...over the past 30 yrs! The MAIN item that's left out and mostly forgotten by Sales-People...AND....their Trainers today!
I CAPPED the word above! The word is "DESIRE"!
So....in ANY "Sales" situation, where YOU are trying to convince some other human....that THEY should give little ol' YOU...some of their hard-earned BUX....you Get their Attention by "Motivating" them to;
1) Open the email you sent
2) LISTEN to what you have to say on the phone
3) Open the Sales Letter you sent
4) Respond to the AD you ran
Then...when they do any of the above....you MUST....CONTINUE to "KEEP THEIR INTEREST" in what you are about to tell them!
Then....here comes the hard part; Where do you go from here? You've gotten their ATTENTION....you've kept their INTEREST in reading or listening further....WHAT do you do now to continue on to "CLOSING"?
"CLOSING" meaning...."getting your prospect to";
Listen Further.... Become CONVINCED that little ol' YOU have "something they WANT"!
THIS little, over-looked item in the "Sales Equation" is where MOST people, trying to "Sell" something are remiss!
I call it..."BUILDING DESIRE" for whatever you are TRYING to sell!
So...rather than drag this out any further....here's what I do to get prospects to;
Listen Further...Get to where they can FEEL the EMOTION building in their body....getting to where they are "salivating" over what you are proposing! (WOW! I haven't used the word "Salivating" for years! Wonder where that, came from)
I do what's known as "PAINT A WORD PICTURE...OF YOUR PROSPECT USING AND ENJOYING THE.... RESULTS.... OF YOUR PRODUCT or PROGRAM!
"ENJOYING RESULTS"!...is the KEY to the Sales BallGame!
Why? Because it brings "EMOTION" into your presentation! People are "Motivated" by their "emotions"!
So...as an example; Let's say you are trying to sell a Dentist a WebSite. I first look in the local Sunday Papers to see what Dentist/s are using the words, "Now Accepting New Patients"!
So....in MY Sales Presentation I would;
1) Get their attention
2) Get their Interest
and
3) Build their DESIRE by...."Painting a WORD Picture of them...USING and ENJOYING the Benefits of MY website"!
"Dr Dentist....just imagine, for a moment, that your office is swamped... with Calls wanting to make an appointment! Could you feel more relaxed and less "stressed out" about how you're going to pay for your equipment, staff salaries, rent, electric and heating bills...etc!"
"Wouldn't it be great if you had MORE Patients than you could handle?"
So....see how you can bring in "Desire" for your program?
This is just one example AND....before you send out your next PostCard or Email or make Phone Call (or even an In-Person Sales Call)....remember to bring "DESIRE" into the contact....to "Build the emotional FIRES!"
Don Alm....sales guy from waaay baack
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sodomojo -
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