by Mike Sigers on February 8, 2007
The basic interest common to all prospects is self-interest.
It’s the one single common denominator of the entire human race.
Now all you have to do is tie that in with your offer. Simple.
Self-interest is expressed on four levels.
(1) What will this do to help me ?
(2) What will it do to help those close to me [...]
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by Mike Sigers on February 1, 2007
The first time a prospect comes in contact with your product or a demonstration of it, it must be the most powerful presentation you have of what the product has done for others and will do for him.
You need to sell him the desire to listen longer. The desire to learn why he needs your [...]
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by Mike Sigers on January 30, 2007
In my last post, I told you that you needed to gain the prospects interest, before you threw him your best pitch. That leads us to finding better sales approaches. One simple approach would be to tell the prospect immediately what you can do for him.
In terms of what your product will do for him, [...]
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by Mike Sigers on January 28, 2007
Most people have little patience with salesmen and their approaches. They immediately want to know what you’re selling and the price.
Experienced salesmen know, through negative sales experiences, that it’s usually fatal to explain bluntly: ” I’m with the Simplenomics Corporation and I wanted to know if you could use one of our Simple machines. ”
Almost [...]
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by Mike Sigers on January 24, 2007
To become more successful in your approaches, you have to first recognize that you have two sales to make, not just one.
First, you must sell the prospect a desire and willingness to give you enough time to tell your story.
You have to separate the suspects from the prospects.
If you’ll regard that as a separate sale, [...]
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