Tips from Brian Tracy’s ‘Effective Selling’ DVD
We watched this motivational DVD at the office together last Friday. Here are the notes:
(a) Reciprocity & Obligation: Put your potential customers under a sense of obligation. How? Do favours or be kind, buy lunches or do power breakfasts, send thank-you notes or cards.
(b) Commitment & Consistency: Remain consistent and committed. Also, establish what the company’s or individual’s buying strategy is. Have they done this before? What determined their buying?
(c) Social proof: Establish who else has done it/used the product and service; and share with your potential clients. Have testimonials, a collection of letters, lists or photos of people who’ve used it.
(d) Liking: As a sales person or project owner/manager, be likeable, smile/ be friendly/ be positive and be cheerful. A person won’t buy from you if they don’t like you.
(e) Authority: Have experts recommend your product or service, even reviews in publications and people wearing or using your products/ services without paying for it.
(f) Scarcity: Show/tell how rare yet in-demand the product/service is.
(g) Contrast Principle: Prove that what you are selling is different/ new/better or cheaper.
In your ending, say, ‘I recommend this because……’
Up your sales
