Business is people;
are individuals. They do care about their business, but they also
care about their personal benefits.
People donít want to be sold, they
want to find
solutions to their problems and discover new
Their decisions are driven mostly by
subconscious mind and
Customers like it when you talk about
what's important to them. Tailor your marketing messages to their
preferences and wants. When making a sales presentation, start with
describing general benefits of your unique product and then
emphasizing its specific benefits for each person in the room.
Understand your customers so well so that you can show them how your
Solve their problems; ease their
pain; improve efficiency; save or make money
Simplify their lives; bring joy
Create new opportunities for them;
Donítí sell, listen to what matters
most to your prospects, listen to their emotions, and offer
solutions and opportunities.
Engage the audience as much as you can.
Talk less to them, talk more with them. Ask
coaching questions Ė
they engage, get your prospects to think, help them clarify their
needs, wants, and goals. In addition,
customer engagement helps you
gain deeper customer insight and better understanding of what could
meet their needs and make them buy your product.
The Power of Your
Optimism is a particularly powerful
success in sales because optimistic salespeople
take action, and continue taking action, even if their initial results
are disappointing. As a result, optimists sell more and are less
likely to quit.
Subconscious Values and Motivators
Unconscious core values operate
automatically largely out of our awareness. They are not specific to
any particular situation. Being at the root of our
they color what we think or do in every situation. For most people,
top subconscious values are self realization, security, sexual
harmony, and adherence to tradition...