Lets review! So far we have covered the four keys to success: Application, Attitude, Enthusiasm and Goals. We have also covered the four POWER words in any sales presentation: Money, Save, You, and New. The four buying reasons: Pride, Pleasure, Profit and Protection.
Now lets go deeper into the four buying reasons. We spoke about why people buy but now let us boil those down to their basic form. The four basic appeals are: People want to Gain, People want to Save, People want to Do, People want to Be. So crafting your offer/product or service needs to be relevant to the potential client in those four key areas.
So, when you first meet a client, you need to think about what are their “hot buttons”. Basically are they going to buy for Pride, Pleasure, Profit or Protection. And after you have got your clients attention with his/her hot button, then you can take the sale to the next level buy knowing what appeals to the potential client. Do they want to gain, save, do or be.
The professional sales person learns how to use these techniques and crafts a “success system” that he/she applies over and over again.
In the next post, I will talk about the four marketing pillars that are essential to anyone who is selling and helping their customers/clients or patients succeed.
Remember, that selling is a highly professional skill and selling is helping people succeed in life.
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