Daily Archives: January 9, 2016

Feel, Felt, Found

The Feel, Felt, Found, technique is an effective one for handling objections. When someone gives you an objection, it is a feeling based on emotion. It may sound like a logical question, but underneath the question is an emotion, so you can answer the objection with this pattern: “I understand […]

Feel Part of the Group

Feeling part of the group with a sense of belonging is a very effective scripting technique. When people feel they are joining a group with certain characteristics, they feel better about joining it. This will often reduce fears of making a mistake and reduce the chances of buyer’s remorse. Feeling […]

Experiential Involvement

Getting people involved with your product or service is essential. You can tell people about your product or service all you want; however, when you get them further involved, they will take ownership of it. That’s why product demonstrations followed by the customer using the product is such a powerful […]

Exclusivity and Availability

Two very powerful scripting techniques are Exclusivity and Availability. If an offer is exclusive, it makes people feel special and is a very powerful motivator for people to buy. The sense of exclusivity can be more of a feeling in your presentation as well as an explicit statement of exclusivity. […]

True scarcity

True scarcity is a very effective sales technique because it gets people to take action. People want what they can’t have. It is simple human nature, and the potential for missing out can also get people to take action. Now the scarcity must be true. Artificial scarcity does not work […]

Don’t Ask Why

Many prospects do not know the reason why they do certain things; it may not even be conscious for them, so don’t ask them why question which potentially could make them embarrassed or frustrated. Asking why questions hurts the effectiveness of your sales presentation. Avoid them! Be sure to check-out […]

Direct Command

Human beings follow direct commands. Part of your role as a salesperson is to lead people to take action. Giving direct commands is one of the most effective ways to do it. Your direct commands are more subtle and very effective. You’re not shouting out orders like a drill sergeant! […]

Define Your Terms

Defining your terms is essential to successful communication. Jargon or industry terminology often creeps into sales presentations which ultimately confuses the prospect. Prospects who are embarrassed and don’t know something rarely buy. First, you should avoid industry jargon whenever possible. If you have to use the term, be sure you […]

Assume the Sale

When you have scripted your sales presentation, you will have more confidence in selling. People buy confidence! So you should be assuming the sale throughout your presentation. This is more a state of mind and a feeling. You can use assuming the sale more directly in a sales presentation; however, […]