The great sales technician and trainer, Doug Edwards, said “people buy emotionally and then justify their purchase logically.” Salespersons have been proving this statement true for decades through their own experiences. Since we know that our prospects are very likely to have their emotions involved in their buying decision; that should affect how we present the benefits of our product. As professional salespersons, we know that a presented benefit tells the prospect what the product “helps them gain” or “helps them avoid losing.” Should we present our benefits positively or negatively? The answer is “Yes.” Studies over many years have determined ...
What is “Post Closing” and Why Is it Important? “Post closing” helps to prevent the prospect from “changing his mind” after he has made a purchase. We do this by helping a new client reduce any “post purchase” doubts that may be entering his mind just after making the buying commitment. Do you remember the thoughts going through your mind the last time you made a major purchase (i.e. automobile, home, life insurance policy, etc.)? It is not uncommon for a person to begin to “second guess” his decision. This is often called “Buyer’s Remorse.” It does not always threaten ...
A professional Doctor believes very strongly in the medicines and the treatments they prescribe. They are so confident in their actions that they take the Hippocratic Oath. This oath, in just a few words, says “Do NO harm.” A professional Salesperson believes very strongly in the products and services that they sell. They are so confident in their actions that they take the Salespersons’ Oath. This oath, in just a few words, says “Do NO harm.” The Professional Doctor is committed to the practice of only prescribing ...
