For example, if you were the owner of a rock climbing wall, why would someone climb four stories high when they haven't done it before? Well, for me, it was the challenge to see what I could accomplish, the adventure and the benefit of success.
There are probably hundreds of reasons a person might say yes to your sales presentation, but consider these four reasons to include in your presentation:
1. Benefits. No matter how impressive your third party accolades are, or what nice packaging you have, or how you rank in the marketplace, they are thinking, "What's in it for me?" "How can this make a difference to my life?" Preface whatever you say, whether verbally or in your mind, with "and what this means for you, is....." Point out each benefit for them personally in a compelling way, ending with, "Would that be important for you?" Get enough yes responses, and you have a sale.
2. Solutions. You are a problem solver, so determine what a person really needs and wants, and whether they have something that is holding them back. Help them discover how what you have to offer solves the problem and offers a high return.
3. Stories. Facts tell and stories sell, so share how your products or opportunity have helped you and others. Don't embellish; just share the stories honestly with enthusiasm.
4. Love and Integrity. Underlying needs are what compel all of us to buy something. For instance, we buy love, security, wealth, happiness, better health and well being, self esteem, acceptance, success, freedom, friendship, status, self fulfillment. Above all, we want to feel good about what we buy and feel secure that our decision was based on integrity and honesty.
There are many more reasons why a person would say yes, but in general, when you concentrate on helping others benefit, you will generate a more positive response and relationship.
Deanna and Dave Waters
Please call us: USANA Diamond Directors
1-204-237-8250
Dedicated to Healthy, Abundant Living
www.ddwaters.com
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