Fake Money Blog

in the previous installation, I wrote about how giving choices to your prospect can improve your sales. Read that post first and don’t forget the comments, because there I further clarify the idea. This post takes the concept even further.

Ok, hold your breath and don't move. I shall count to five. One, two, three...

ELIMINATE ALL OTHER FACTORS

Eliminate all other factors and the one which remains must be the truth. Sherlock Holmes said that and it rings true in any salesjob even today. The first step was to lure the customer in to your point of sales with vast product selection. Now it’s time for the second step.

WHAT WOULD YOU LIKE TO HAVE?

Surely you know about the importance of asking questions from the prospect, questions like: can I help you, are you looking something specific, would you like to go out with me and other standard inqueries. Engage them and find what they need then you are in position to solve their problem. If you think that based on your discussion product A would do the trick, start by showing product Z. It is very likely that the prospect will maul your suggestion. Not to worry you are doing this just to mess with her head and to ensure yourself that you are going to the right direction.

Now that Z wasn’t the thing she was looking, you better show her something else. Time for product M, which is much closer, but still so far. Remember to observe her reactions and not only her boobs, which is very impolite (if they catch you doing it). With every step, you take her closer to your original choice of solution. This process might have changed your solution slightly, but in general you are pushing forward like a train. Finally you present A as the best choice to her situation after careful assessment of her situation and your long and winding conversation. What do you know… she just loves it.

TIRE THEM DOWN AND REEL THEM IN

The whole purpose of this process is to prevent the situation where you immediately walk to the product A and present it as the solution. At that point the prospect will most certainly ask from you if there are any other choices. You then have to show inferior substitutes and prospect will have wild mood swing. Hmm… maybe I should check around still, thanks for your time and then she ends up buying the same product from neighboring point of sales. Let her walk through the whole decision making process with you.