Remember, we’re talking about using imagination to fuel your selling story.
Everybody loves to say, “Look what I got !“, just like the child in the photo.
Even though your selling story needs to help your prospect reach the clouds, it must also stay grounded in reality or the prospect won’t be able to follow it thru to the completion of the sale.
I’ll go thru these one at a time, in no particular order, so make sure to bookmark this blog or subscribe to the RSS feed.
The Pride of Possession
Today we’ll use the pride of possession, which happens to be one of the strongest motives I’ve found when selling a premium product.
It works very well in products that aren’t premuim, yet few salespeople use it and none use it as often as they should.
The customer rarely admits it, but the pride of buying and “possessing” what they consider to be “the best” is frequently all that’s needed to complete a sale.
A friend of mine sells a building product that can be had for $4-8 a square foot, most of the time, yet he gets $17-20 a square foot almost daily by using the phrase, ” … you probably can’t afford this, but …“.
Remember this: Buying motives are real. Humans never change, so you can use basic emotions like this, converted into selling points, to make your job as a salesman or marketer a lot easier.
Nest time we’ll talk about prestige and the pleasure it brings when it comes to live at your house, so stay tuned.
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