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

It Works with Any Product. You can use this demonstration close to begin
the sales process for virtually any product or service. You can use it to sell
software and systems, business opportunities or financial investment advice,
insurance or business services. If you are selling life insurance, for example, you
could ask, “Mr. Prospect, if I could show you the most comprehensive insurance
policy available to protect yourself, your family, and your home, at perhaps the
lowest available price in the market today, would you be in a position to make a
decision right now?”
When I was selling sales training to businesses, I would ask, “Mr. Prospect, if
I could show you a way to increase your sales by 20 to 30 percent over the next
six to twelve months, are you in a position to go ahead with it right now?”
If the prospect says, “Well, yes, if you can show me a way to increase my
sales by 20 to 30 percent, I could make a decision immediately,” your job is then
to show the prospect that your product or service will definitely deliver on the
promise you made in your opening statement.
You Can Demand an Answer. The beauty of the demonstration close is that
it forces the prospect to give you an answer at the end of the presentation.
Instead of saying that he needs to think about it or talk it over with someone else
or check his finances, or some other excuse, he has promised to give you an
answer immediately, one way or another.

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Buyer Personality Types
There are six basic personality profiles that you will run into every day in
selling. It is important that you recognize these different personality styles and
that you learn how to deal effectively with each one.
1. The Apathetic Buyer
The first personality type you will meet in selling is the apathetic prospect.
This type of buyer represents about 5 percent of the total. He is the kind of
person who is never going to buy anything, no matter how good it is. He is
usually pessimistic, cynical, and often depressed or uninterested.
The apathetic buyer doesn’t care how good it is, how cheap it is, or how
successful it is for other people. He’s not going to buy, even if you give it away.
You run into apathetic buyers occasionally. They usually have a lot of
problems in their own personal and business lives. They are down on
themselves, down on life, and down on you. They have so many problems that
they just don’t care what you have to offer. Even if you are offering an apathetic
buyer a one-hundred-dollar prize for five dollars, he wouldn’t take it.