Persuade And Prosper
Here are four techniques for transforming prospects into willing customers.
1. "Please," "thank you," and your prospect's first name are among the most powerful words in your selling vocabulary. Another word that induces action is "because." Telling your prospects why they should buy will significantly increase your persuasive power.
2. Hypnotherapy research has shown that telling someone not to do something often has the reverse effect (any parent will vouch for this). Words like "might," "maybe," and "don't" can work in your favor. "Don't feel as though you need to sign now," or "Maybe you'll want to start guaranteeing your checks tomorrow," give subliminal commands to buy, that don't put your prospects on the defensive.
3. "What is the most important element in your decision regarding your financial services?" This question will help you to uncover your prospect's values and allow you to custom tailor your presentation to meet his/her needs. Using questions to uncover objections will have your prospects telling you how to persuade them to buy.
4. If your product or service sounds too good to be true, your prospect might decide it is. By presenting one or two drawbacks to your service Mr. Merchant can focus on the positives instead of trying to uncover what you're not telling him. "This check guarantee system does require you to train all of your sales personnel; however, this investment does pay for itself as soon as you submit your first claim."
For more information on using persuasion techniques check out The Psychology of Persuasion by Dr. Kevin Hogan, available through Pelican Publishing Company at 1-504-368-1175.
