Persuasion Tip: How to Get Your Prospect to Commit
< b>b> You ' ve been in this situation before . You spend an entire afternoon talking animatedly about the merits of this one product you ' re trying to sell ; and after wasting about a bucket of saliva on the effort , your prospect tells you he cannot possibly find any use for it . < br />< br />< br >
Deep inside , surely you ' d want to lash out at him for pulling your leg in the first place . But , hey , that ' s just part of the challenges of being in the sales industry .< br />< br />< br >
How do you persuade a person , who thinks he doesn ' t need your product , to actually believe on his own that what you ' re selling is indispensable and something he shouldn ' t be leaving home without ? < br />< br />< br >
This sounds like an impossible feat , doesn ' t it ? But it ' s actually very possible . You just have to know what buttons to push to get a ' yes '.< br />< br />< br >
And that button , much to the surprise of many , is pain . Yes , you read that right . Hit your prospect where it hurts without him knowing that he has been subliminally injured . It is in his pain where he is unguarded and very likely to succumb to whatever you say . < br />< br />< br >
How is this done ? Think of it this way . All of the things in this world , no matter how seemingly far - fetched , has a potential value for your prospective buyer . Every person needs something , almost often not knowing that he needs it . Your job is to persuade that person that there is something lacking in his life that your product would fill perfectly . This is how you get commitments . < br />< br />< br >
If your prospect is bent on finding a solution to his ' dilemma ', then expect him to run to you for respite . After all , you ’ re the one who introduced the concept of this pain in the first place , so you better be smart to know when to reap the fruits of your labor . < br />< br />< br >
When the prospect comes to you , remind him of his quandary . Once it has sunk in on him , be firm and ask for a commitment . More often than not , you will get what you want . However , should it happen that the prospect will still not give his commitment , then perhaps it ' s best to move on to someone else . It ' s either he doesn ' t take you seriously or he really has no resources as of the moment . < br />< br />< br >
Author: Michael Lee
Previous article: 21 February 2007
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