![]() People buy on emotion then make a logical case to justify it. ![]() Therefore it is essential to future pace someone to make them think of the good feelings they will have when purchase. Note people have two types of certainty- logical and emotional. The prospect will they will always enter the encounter with a preconceived notion about you, about your product, and about the company you work for. These ‘tens’ are ranges so you can move people up or down the scale, make sure to focus on persuading uncertain prospects. ![]() The fact that they have an existing relationship with your company means that the third Ten has already been established, leaving you with only the first and the second Tens to address. This is why it’s so much easier to sell to existing customers than to new ones, even if you don’t have a personal relationship with them. ![]() THE THREE TENS – you need all these to sell!ģ The prospect must trust and connect with the company You may have seen the film Wolf on Wall Street, worth watching if you haven’t. Interesting book by the former stockbroker, motivational speaker and convicted felon. ![]()
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