How To Master The Art And Science Of Super Salesmanship In 3 1/2 Minutes Flat!
MoneyMoz.com presents you “How To Master The Art And Science Of Super Salesmanship In 3 1/2 Minutes Flat!”, an article written by Dan Lok Lok. We hope you’ll find a lot useful information in here.
MoneyMoz.com will present you every article we find interesting and educating, and which has no copyright protection. If available we’ll link the source.
Dear Friend,
You #1 weapon in advertising will always be…
| MoneyMoz recommended article: The Howl I learned a valuable lesson over the holidays. I learned the real value of experience. The real difference between academics and “On –The – Job” experience. You see, our garbage disposal went out between Christmas and New Years. I won't use the excuse that I couldn't find a plumber. I just figured that replacing a garbage disposal was no big deal. I am educated, smart and I can use my hands. After all, how hard can replacing a garbage disposal be for crying out loud? Well, as I found out, it can be very difficult if you don't know what you're doing or have never done it before. Get Out Of The Stone Age: Give Leadership Talks 160 years ago, the newly invented electric telegraph carried the first news message. The message zipped 40 miles in a flash over wires from Baltimore to Washington, D.C. The public was dazzled -- except Henry David Thoreau. He wrote: "We are in great haste to construct a magnetic telegraph from Maine to Texas; but Maine and Texas, it may be, have nothing important to communicate." |
Superior Salesmanship.
I am not a born salesman.
If you know my story, I didn’t even have a word of the English language on my lips when I first moved to North America. (Even now, my spoken English is not all that great and it comes with an accent that would put Arnold Schwarzenegger or Jackie Chan to shame.)
No, I wasn’t born to sell. I had to learn selling… the HARD way: making embarrassing mistakes, blowing deals right and left, losing clients… and going to outrageous extremes trying to identify the world-class salesmen who would teach me the way to do things right.
Well, it’s taken a few years… quite a few years, I’ll admit, but now I’ve identified the “tricks of the trade” of selling.
| MoneyMoz recommended article: Free Press Release: Find Best Press Release Distribution The easiest way to find out what a particular reporter prefers is simply by asking. You can make a phone call and find out for sure what the best method of delivery will be. This also gives you an opportunity to give the person a "heads up" that they will be receiving a press release from you. This isn't the same as following up (which as mentioned earlier, you shouldn't do), and people won't get annoyed so long as you don't start trying to convince them over the phone that your press release is a "must read." |
What Took Me Years Will Be Yours In 3 ½ Minutes Flat!
Tricks of the Trade #1 - People don’t like to be sold
That’s right! Although every year, trillions of dollars worth of goods and services are bought and sold — billions through the mail alone — people actually don’t like the IDEA of being sold.
What they DO like is the idea of OWNING the product, or taking advantage of the service that is being sold.
Look at the people in your own life — friends, family, or business colleagues. Many of them, no doubt, love to buy things. (My girlfriend has a “black belt” in shopping) But I’ll bet that none of them like to be sold.
In fact, with most people, if you try to sell them something, they’ll become resistant. It’s a natural response to perceived pressure.
In fact, selling may turn-off a prospect who was ready to buy. So if you can’t SELL, what you can do is TELL. In order to tell you about my product or service:
- I get your attention…
- I build rapport with you…
- I explain what’s in it for you…
- I tempt you by appealing to your emotions…
- I create a verbal picture that teases your desires…
- I demonstrate how my stuff can easily solve your problems…
- I can prove to you that there’re a lot people just like you who have bought and are very happy with my stuff…
- I make you an absolutely irresistible offer…
- I describe a deal where you risk nothing, and yet stand to gain a great deal…
- I handle every single one of your objections…
This is exactly what you’ve gotta do when you’re writing a sales letter. Don’t apply pressure and don’t bully your prospect with force. Use a little finesse instead. Don’t force it — romance the hell out of it.
If you TELL you, I don’t have to SELL you… you’ll sell yourself!
(And that’s killer salesmanship, my friend!)
Tricks of the Trade #2 - Hit ‘Em Where It Hurts:
With each sales pitch you create, you must focus on the need or desire that your product will satisfy.
If we only buy what we NEED, there’ll be No Rolex, No BMW, No Mercedes, No Botox, and definitely NO Starbucks coffee. We certainly don’t NEED any of that stuff, but we WANT them!
Here’s what most people are looking for in one way or another:
- More money
- More free time
- More respect
- Better physical health
- Better mental health
- Less stress
Remember, people buy what they WANT, not what they NEED.
Tricks of the Trade #3 - Even When They’re Sold, People Need To Satisfy Their Emotional Decisions With Logic
Even though people buy for emotional reasons, they need to feel that their decision was backed by solid logical reasons.
Think about TV commercials for cars. They offer a perfect picture of “justification.”
Here’s how they work:
First, there’s a stirring image of the car itself – beautiful, stylish, new. (In your head: Wow! That car looks cool…)
In the background, there’s a mountainous landscape (In your head: Wow! That’s rugged… like me!) or a five-star hotel (In your head: Wow! That car would give me status.”
And, of course, no car commercial would be complete without a beautiful, sexy woman. (In your head: …let’s not go there!)
Next, you see an interior shot to show how luxurious your life will be with this car. You get to listen to state-of-the-art sound system. (In your head: Hmm… I can listen to my favorite music.)
Then, there’s a shot of the car driving by the ocean. Put it all together and you have an effective 20-second movie that’s designed entirely to appeal to emotion.
But wait, the car commercials don’t stop here.
Oh…no way. At the end, they “get down to business” with numerous bits and pieces of information – the size of the engine, statistics on fuel economy, speed, weight, interior space, rankings in national survey, financing information and customer satisfaction reports, and so on.
It flashes by at lightening speed, usually so quickly that you can’t read it.
But Don’t Worry: All This Data Isn’t Meant To Sell The Car.
It’s included to make YOU feel good and justify the decision you’ve already made. (I’m gonna buy that baby now or when I got some money because it’s the SMART thing to do!)
The lesson: People CAN be convinced, when the facts are explained, when the risk is taken away, and when their deepest, most selfish desires have been tickled and nurtured and seduced.
All right, time’s up! Whew… right on time. 3-½ minutes. (Hey, I don’t just always “hype” the headline to get you to read my stuff, do I?)
Until next time…
Dan Lok
Copyright 2004 Quick Turn Marketing International, Ltd.
About The Author
Dan Lok is the World’s First Quick-Turn Marketer, with a proven track record of selling over $17.3 million dollars of merchandise and services. He’s the rebel copywriter who’s created hundreds of money-making ads and sales letter for over 39 different industries. And now you can get inside the head of one of the world’s top copywriters without paying a dime at www.QuickTurnMarketing.com
Keywords assigned to this article by MoneyMoz: sales, sales letters,marketing,sales closing,closing the sale,sales tips,sales training
| MoneyMoz recommended article: Economic Enslavement and Illegal Alien Labor at Car Washes Are illegal aliens really the only people who are willing to work at a car wash? Are car wash owners really forced to hire them just to stay in business? Or are the car wash owners really just exploiting the labor to the highest possible degree? If so, why? Are they just greedy in not wishing to pay benefits, have health insurance or pay over time? We know that Hispanic illegal aliens will not complain against OSHA violations, on the job minor injuries or minor violations from their employers. Isn't that the real reason that most car wash owners cheat the system, lie about hiring illegal aliens and then use the rational that no one else wants the job? Vocal Techniques That Attract Peter Blanck, in his research, found that judges communicated their bias and attitudes by the tone of their voice. The juries in California were twice as likely to convict trial defendants when the judges already knew the defendants had a record and prior convictions. The law simply states that the judge cannot share this private information with the jurors. Researchers found that when (judges) the judge gave the instructions to the jury, his words and tone of voice lacked warmth, patience, and tolerance. You can change your rate of speech, your vocal fillers (um, uh, ah), the volume, pitch, inflection, emphasis, and even the pauses that you use. You can keep an audience listening with both ears and with full energy, rendering them absolutely spellbound because of the power of your voice. |