Every person makes decisions based on these factors: logic and reason, or emotion and feeling!
When making a sale, one must sell both sides. This means that your offer must make sense logically, and the client must feel good about it.
The 6th sense is intuition. When you’re presenting an offer, your prospect is saying to themselves: “What do I think about this, and how do I feel about it?” If they get a good feeling, that is their intuition telling them that this is worth buying.
If it doesn’t make sense to them, they won’t purchase it, nor will they purchase it if they don’t feel good about it. It really is that simple, but too often we make the sale process unnecessarily complicated.
People make decisions based on “what’s in it for them,” so they are evaluating not only what you are saying, but also how you are saying it. Do you sound like you believe in what you’re saying? Do you sound confident? What you say is half the battle, but how you come across is critical and often overlooked.
As a 40-year sales trainer and consultant, I can tell you that my best salespeople understood and mastered selling themselves throughout their presentation. Ultimately, if the prospect doesn’t buy you, they won’t buy anything that you represent.
Be confident. Say what you mean and mean what you say, and the product or service you represent will sell itself.
This is Rob Raskin, asking you to check back soon because I’ll be posting more of my expert business consultant advice next time 🙂