Ten
"Performance" Points on Selling
How do you convince a
prospect to believe you, take your advice, and purchase your product?
You donít have to. All you have to do is find out what
motivated their last purchasing decision and direct an encore
performance. You wonít have to convince them to think like
you; you only need to entice them to think as they did in the
past.
- Ask what their last
buying decision was.
- Ask them what they
bought.
- Find out how many
companies were vying for the account.
- Ask what other
products were considered and declined.
- Find out why the
other companies were eliminated.
- Find out why the
other products were eliminated.
- Ask what the areas
of concern were.
- Find out what the
strong points were.
- Ask who else was in
on the decision.
- Ask for the sale,
and use what you learned above.
Once youíre armed
with these answers, reenact the scene. Take the motivations for the
similar purchase in the past and apply them to this purchase. The
actors may have changed but the plot is the same:
Sell!
Good
Selling!
Paul H.
Green
Editor-in-Chief
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