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

Get the Prospect Involved
Get the prospect involved and keep him involved. Cause him to move. A
prospect who is sitting there like a lump of stone, neither reacting nor
responding, is not likely to buy when you have finished your presentation.
The very best salespeople are active in the sales conversation. Not only do
they talk, but they move, use their faces, and gesture with their hands. They pass
the prospect information and take it back. They ask him to calculate numbers
and percentages.
Ask the Prospect to Sit Somewhere Else
Don’t be afraid to pull your chair around the prospect’s desk and sit next to
him while making your presentation. Even better, get the prospect to move to a
table or to another office where there is more room for your materials as you
present your product. The more a prospect talks and moves in a sales
presentation, the more likely it is that he will agree to buy at the end of your
presentation.
The more a prospect talks and moves in a sales presentation, the more likely it is that he will
agree to buy at the end of your presentation.

---

Use Visual Aids to Sell
Use visual sales aids whenever possible. There are twenty-two times the
number of nerves from the eye to the brain as from the ear to the brain. If all you
are doing is talking, the prospect will have a hard time paying attention or
remembering anything that you say.
Use pictures, graphs, illustrations, and even financial comparisons on paper to
reinforce and drive home your key points.
The average attention span of an adult is about three sentences. Once you have
spoken three sentences in a row without asking a question, showing a picture, or
giving an illustration, the prospect becomes lost in his own world. He will be
busy thinking about what he will do when you leave.
But as soon as you ask a question, you jerk the prospect awake and force him
to focus his entire attention on your presentation. When you use illustrations
combined with questions, you keep the prospect totally involved throughout
your presentation.

---