Make selling personal and purposeful
ABC’s of selling
Attainment
- When Human beings have their own reasons for doing something they are more likely to do it.
- Perspective taking
- Sit in small chair and let your power down and really understand
- Agitate (getting someone to do what they should do and will ultimately want to do),don’t irritate
- Mimic body language and speech
Buoyancy
To swim in ocean of rejections : Remove 3 P bias
- Personal : this is because of me.
- Pervasive : this always happens
- Permanent : this is permanent
Clarity
- shifting from problem-solving to problem-finding
- salesperson hinges on being an expert on issues that contextualise the transaction.
- Ex. You are not selling vacuum cleaner , You are selling clean house show according to problem.
- Use social proof
- Transformative purchase
The suggestion of possibility can beat the reality of achievement
A small dose of negative information, added to an otherwise positive description, yields favourable results.
Bad news then good news
Within a sequence of events, people tend to see the final one more positively.
From ads to stump speeches, researchers find that three claims persuade but four is a bridge too far.
Group quest — find out important person how influence work in group
Pitch
Frame pitches
- The experience frame
- The potential frame
- The loss frame
Collaboration is key.
Question pitch : more effective then statements
Rhyming pitch : don’t overuse it
