Making people and ideas findable

GET IMMEDIATE SALES BY HELPING YOUR CUSTOMER FEEL THEIR WAY INTO BUYING

GET IMMEDIATE SALES BY HELPING YOUR CUSTOMER FEEL THEIR WAY INTO BUYING

In doing research to teach my Rockapreneur 2008 tele-seminar, How to Sell Anything – Anytime, Anywhere, and to Anyone, I came across a great point made by Jay Conrad Levinson in his best selling book Guerrilla Marketing.

Levinson mentions that,

…A prospect cannot make a purchasing decision until he or she has experienced a kinesthetic sensation that takes place after purchase.

What he is basically saying is that before making a purchase decision, a customer needs to feel the physical sensations of what it is like to buy that product, and “feel good about themselves [regarding] the decisions that they make.”

After having the personal experience of securing over 1500 clients in one industry, and then being part of a team that sold $11 Million of real estate in the following two years, I absolutely agree with Levinson’s statement. To make a quick and confident purchasing decision, your prospects have to feel the positive emotion and physical reactions of buying from you prior to making that purchase.

Here are some ways you can incorporate this thought into your selling process:
1. Ask open-ended discovery questions – Find out what your clients needs are, and then have them describe to you what it feels like to have that need satisfied by your product. Coach them to paint a detailed verbal picture of what it will be like to own and use what they are about to purchase

2. Have the client use the product – Salesperson/client trust is at an all time low, especially when it comes to letting clients try a product for free. The car dealerships that sell the most cars are the ones that let clients take a car for the weekend. Those successful car dealers encourage their clients to, “Take it on vacation!” A client would have no choice but to make a confident purchasing decision and potentially fall in love with that car after having it for a weekend, wouldn’t you say!?!

3. Tell stories and paint vivid pictures of other satisfied and happy clients. Focus especially on stories that involve what it was like for the previous client when they signed the purchase agreement, told their boss about their decision, drove home from your store, or first received the delivery of your product in their home or business.

These preceding tips and more can help you get immediate sales, improve your performance, and help you achieve the lifestyle that you desire.

Jamar Cobb-Dennard is one of four trainers that will present a one-hour sales and business training session during a tele-seminar series called Rockapreneur 2008. If you would like to hear more from Jamar, you can get information and register for Rockapreneur 2008 by visiting www.rockapreneur.com, or by sending an email to info@rockapreneur.com.

Your investment to attend Rockapreneur 2008 is only $59.95, and includes all four one-hour tele-seminars, starting at Noon-1pm on Tuesdays, from September 2nd through the 23rd. Call in information is given upon registration.

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