Have you ever noticed the “pitch men” on the television commercials? The next time you see one, do not dismiss the commercial. Pay close attention! If you listen carefully, you will likely hear some “great sales techniques.” For example, have you ever heard one of these “pitch men” saying something like this? “If you order two boxes of our “Super Suds” dishwasher detergent today we will give you a third box free.” Or perhaps you have heard something like this. “Call within the next 10 minutes and we will include ABSOLUTELY FREE our handy dandy, super absorbent, long lasting, specially imported, ...
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 ...
Do You Have an “Elevator Speech?” The other day my son called me. He is a new, but already successful, young internet entrepreneur. He told me that he had been invited to a luncheon of businessmen and that he would be given 60 seconds to introduce himself to the group. He told me that he had gone onto this web site to use the FAB Script writing tool to prepare what he proudly referred to as his “Elevator Speech.” (If you are a member of this site, you have free access to this great tool.) It is obvious that he had ...
There are times when a prospect will give us an objection that catches us off guard. We may not have heard this objection before. We may have heard it before but did not handle it well in the past. We may have heard it before but do not recall how to respond. This is when a great sales technique of stalling for time is very helpful. For example, a prospect gives us an objection and we immediately are aware that we are not prepared to handle it well. We need some time to think … and … ...
