Sunday, October 15, 2006

Engaging Customers
3 methods to get people talking

Step 1:

Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the initial contact or how to “engage” the other person rather than creating resistance.

It doesn’t matter if we are using the phone, walking in cold or in a retail setting. We need to avoid adding additional resistance in the other person’s mind. Avoidance of “sales people” occurs in 80% of our population, the result of product pushing.

Here is the key;
“Do I understand what the other person really wants? Do I have an idea of how to talk in their “language”? Can I ask a question that will drop resistance and engage them in conversation”?

It has been proven time and time again that shoving your product in front of someone will create resistance not only to your product, but also towards you.

Review the first and second key from the last newsletter, your customer buys the “results” of your product/service/idea because it fixes, fills or satisfies their perceived needs. This means your product/service/idea is just a means to an end, not the main issue.

2. So our first action is to take the time and determine what it is that our product/service/idea does for the other person. Determine what the real results are from using your product/service/idea. Here are some examples.......More of this

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