The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Ask Logical Questions
“Mr. Prospect, who are your highest-paid salespeople? Are they the ones with
the highest levels of motivation or the lowest levels of motivation?”
The prospect would always say, “My top people are the most motivated.”
I would say, “Great, that’s what everyone says. Let me tell you what I think is
the best definition of motivation. It is this: ‘motivation comes from an enhanced
feeling of competence.’

---

feeling of competence.’
“In other words, Mr. Prospect, people are the most motivated when they feel
that they are most capable of getting results. Isn’t that true?” The prospect would
almost always agree.
“Mr. Prospect, what we have found is that the more you train your people with
proven sales skills and techniques, the more motivated they are to use them to
make more sales and more money for themselves. Does that make sense to
you?”
Again, the prospect would almost always agree.
“Mr. Prospect, what we’ve found is that when we train people with these
advanced selling skills, their sales go up immediately. More important, once they
have these new skills, they can use them over and over to get even better results.
And the more they use these skills, the better they get at them. Does that seem
sensible?”
Give Measurable Benefits
“Mr. Prospect, if your average sales increased just 10 percent in the first
month, they would probably continue to increase throughout the entire year.
Isn’t that right?”
Again, the prospect would agree.
“Mr. Prospect, if your sales went up steadily from the first month, throughout
the entire year, they would easily increase 20 to 30 percent on average. How
much would that mean in terms of total dollars to your bottom line if you
increased your sales 20 to 30 percent over the next twelve months?”
The prospect would quickly calculate that his return on investment in sales
training would easily be 1,000 percent or more. For every dollar he spent on
sales training, he would get back ten dollars or more to his bottom line. Once the
prospect had made this calculation, it was quite easy to close the sale.