Ruin Not Thy Word-of-Mouth Quest

Most effective word to open a sale or request word-of-mouth advertising
Robert D Clarke-HelpUXL

Robert D Clarke, copyright 2006.

    "The greatest power is often simple patience."
    - E. Joseph Cossman

Highlights

    Opening a sale is more difficult than closing it
    Most valuable word in your presentation: Consider


Introduction

One of my mentors is James English. He consults to sales organizations, large and
small. He has been self-employed for more than 40 years. Invariably, he is contracted to
help staff close sales. Jim believes people have more trouble opening the sales process
than closing it. I agree.

Most Valuable Word in Your Presentation

Sales trainers teach you to present to people who have needs you can fill, and who have
money to pay for your service. Jim determines (in seconds) whether a prospect is
interested in his services. His opening statement is, 'May I request an opinion and
direction from you?' The answer is usually affirmative. He continues with a statement
tailored specifically to his listener, then uses the single most valuable word in an
opening presentation.

Let me demonstrate, using Network Marketing as an example.

'It seems every successful person in Network Marketing tells me their team members are
reluctant to present the business opportunity to potential recruits.'

Let your listener think about your statement. Generally, they’ll give you their opinion
about its validity. When they’ve responded, (usually with a nod or a statement), continue.

'If I could show you a way to overcome your team’s reluctance to make presentations, might
you consider doing business with me?'

Pause before consider. Emphasize the word. Pause after consider. There is no other word
which so quickly qualifies your listener.

And Their Answer Is...

    Yes, I’d consider it.

They’re not immediately committing to buy your service, yet given you permission to
continue. Although they may not say it, their mind is thinking, 'Tell me more. If I like
what I hear, I may buy.'

    No, I wouldn’t consider it.

Thank them for their opinion. Ifthey are not open initially, they never will be. Move
on. They saved both of you time which would have been totally wasted.

People don’t like to buy. They don’t want to be sold. Your time to attract their interest
is restricted to about seven seconds. In that time, you can ask only one question.

Who could I talk to who may (pause) consider (pause) my services? This open-ended question
focuses your listener on a specific person.

Summary

Feedback from many sources (including several professional sales trainers) convince me
consider is the most important word in any opening presentation. It is also the key word
when requesting referrals.

Excerpted from "How to Increase Sales at No Cost"
Robert D Clarke, 108 pages, paperback, copyright 1994. Online version copyright 2006.
Share on Google Plus

About Alice M

    Blogger Comment
    Facebook Comment

1 comments:

  1. Online gambling games will bring the player to the rich.

    Ruby888 The online casino is a long-standing online gambling and casino services. The club is also considered one of the beginning of the million. Since winning online gambling games only once, you can make millions of money to yourself already.

    It can be said that a lot of money can be created with the two hands of the risk yourself and the player does not need to be a risky. Because only players are passionate about betting, the bettor can join in the fun and prove the ability to beat the game online casino games on the site of our online casino has been called. The fun and excitement of playing online gambling games will lead the player to the rich and the rich from the online casino games will change. Bets life forever because of gambling online in a format that can transform ordinary people to become rich overnight.

    Players can join the fun and play online casino games with the gamblers around the world 24 hours a day with our online casino site, allowing all gamblers to play. Online Betting Games Along the way, when a bettor thinks about it. Online casino services do not forget to remember the site IBCbet


    ReplyDelete