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Okay, I'll preface this to say that I'm a Brian Tracy fan.
Went to an all day sales seminar featuring him
and was blown away.
Since then, I've gobbled up most of his books.
My fave is The Psychology Of Selling.
Sales is his forte, one of the best sales trainers in North America.
A Highlight?
"The very best salespeople are those who continually paint emotional word pictures about their product."
Why?
Because he tells us time and time again that 100% of the buying decision is emotional. Logic is merely used to justify the emotion.
An example:
He talks about how a real estate company doubled their responses.
How did they do that?
Simply by answering the phone with
"Thank you for calling.
May I ask you a question;
are you looking for an ideal home in a quiet neighborhood?"
By asking a question, they captured the prospect's full attention
(another Tracy Rule... he who asks the questions, controls the conversation).
By mentioning the ideal home, the prospect immediately thinks of his/her ideal home
and all the good feelings that come with that.
By talking about a quiet neighborhood, they hit on one of the greatest wants for the average homebuyer.
The Psychology of Selling is a must for anyone in sales
and well... we're all in sales.
Went to an all day sales seminar featuring him
and was blown away.
Since then, I've gobbled up most of his books.
My fave is The Psychology Of Selling.
Sales is his forte, one of the best sales trainers in North America.
A Highlight?
"The very best salespeople are those who continually paint emotional word pictures about their product."
Why?
Because he tells us time and time again that 100% of the buying decision is emotional. Logic is merely used to justify the emotion.
An example:
He talks about how a real estate company doubled their responses.
How did they do that?
Simply by answering the phone with
"Thank you for calling.
May I ask you a question;
are you looking for an ideal home in a quiet neighborhood?"
By asking a question, they captured the prospect's full attention
(another Tracy Rule... he who asks the questions, controls the conversation).
By mentioning the ideal home, the prospect immediately thinks of his/her ideal home
and all the good feelings that come with that.
By talking about a quiet neighborhood, they hit on one of the greatest wants for the average homebuyer.
The Psychology of Selling is a must for anyone in sales
and well... we're all in sales.
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