The key to successful selling is understanding a client’s buying criteria and building your presentation around them. It is common knowledge that nobody likes to be sold to, but people love to buy, and because your prospects feel resistance towards salespeople in general, you need to present your product or service in a way that glides right past any resistance. If you can do that properly, your prospects will want to hear more and they will take action in response to your suggestion.
Imagine if you could learn why the concept of hot button is critical in sales today; how to quickly discover customers’ criteria; how to use the uncovered buying criteria to persuade them, and how to begin the conversation to get to criteria and their buying formulas without using any icebreakers.
What questions to ask to convey expertise and competence? How to establish credibility early in the sale by using the principle of pull don’t push properly? If you are still using features and benefits to talk to your prospect, it is time to stop. You need to focus on discovering each client’s hot button and attach it to your product, your service, or even your company.
In this audio CD, I will show you why understanding criteria is an easy, standalone skill with a huge payoff. I will show you the step-by-step process that elicits a customer’s buying formula so that your presentation will always be aligned with your customers’ priorities.
You will learn:
- Why you need to stop using Features and Benefits
- Why the concept of hot button is critical in sales today
- How to get past the barrier of instinctive antagonism to being sold
- How to quickly discover customers’ buying criteria
- What questions to ask to uncover your client’s hot button
- How to use the principle of “Pull, don’t Push” properly
- How to influence with integrity (the difference between persuasion and manipulation)
- Why is it important to use Softening Phrases
- How to uncover your client’s motivational direction
- How to ask the right question at the right time and in the right language
- How to use uncovered hot buttons to persuade your clients