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

Talking Past the Sale Close
In conjunction with the power-of-suggestion close, you can use the talking
past the sale close. This method is very simple. You talk to the prospect as if he
has already bought the product or service. You don’t even ask him for a buying
decision. You simply talk about how much he is going to enjoy the product or
service now that he owns it.
For example, the prospect is considering retaining the services of your
company. You say, “You are going to love the type of service that you get from
our company. When you place an order, it’s confirmed within thirty minutes and
out within three days, faster than any other company in the business.”
This immediately creates a mental picture of speed and efficiency in the
customer’s mind. The customer projects himself into the person of a satisfied
customer, and sees himself enjoying the benefits you just described.
“You are going to adore living in this neighborhood. Even though it’s quiet
and peaceful, it’s close to schools, shopping, and the freeway to get to work.
This is a good choice!”
“With this photocopier in your office, it will sit over there in your staff room
producing a hundred copies a minute, and it will be so quiet that you won’t even
know it’s on.”
In every case, prospects become customers when they have clear, exciting,
emotional word pictures of themselves enjoying the benefits of the product or
service that you are selling. Your job is to create as many exciting pictures as
possible of the customer benefiting from what you sell. The more of these
pictures you can create, the more irresistible your offer becomes.
Your job is to create as many exciting pictures as possible of the customer benefiting from
what you sell.
Top Sales Strategy
One of my graduates is a top salesperson for a recreational vehicle dealership.
She sells RVs that cost as much as $500,000 each. She outsells her competitors,

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She sells RVs that cost as much as $500,000 each. She outsells her competitors,
both at her own dealership and throughout the state, by three to five times. She is
a superstar in her field. And she has a simple technique to achieve this goal.
When a couple comes in to look at a recreational vehicle, she first qualifies
them to determine that they are serious buyers. She then shows them several
vehicles to determine what size and price range they are interested in. Finally,
she arranges to take them out for a combination lunch and test drive in the
vehicle that they seem to like the most.
A couple of days later, as prearranged, she arrives at their home driving the
vehicle. She has them make themselves comfortable inside, and then she drives
them to an idyllic spot in a park, overlooking the lake, with the mountains in the
distance. She swings the vehicle around so that this beautiful scene is facing the
couple as they sit at the kitchen table. She then takes out a picnic basket, lays out
a beautiful luncheon, and serves it to them as they sit looking at the mountains.
After lunch and after answering all their questions, she says, “Isn’t this a
beautiful way to live? Wouldn’t you just love to be able to get away in this
vehicle anytime you wanted?”
The couple looks at her, looks at each other, looks out over the mountains and
the lake, and the decision is made. She sells more recreational vehicles than
anyone else in her industry, and for good reason.

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