Do not pitch the entire benefits : 3 Reasons Why

If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it?

Always create a clear mental picture of what is the “now” of your prospect. Determine which they enjoy and which they want to upgrade. When you have garnered those information, your next goal is not just to give a compelling pitch that positions your offer as the solution. But a concise, customized, compelling pitch. This literally means that you don’t necessarily spill all the available benefits during your presentation. Why? Consider these.

1. To excite the prospect to ask for more.

There is no such prospect who loves ALL the benefits of your offer. It is your art to identify which among the features would excite their purchase. When they ask more about a specific benefit, listen intently. This is when questions give you advantage to identify what is it that they truly want. Apart from this encourages interaction, this also helps you to focus which benefit they want to be involved with deeper. Pitch that so well. Sprinkle your tools of the trade like fact-benefit close and third party stories. Then, Ask for the sale.

Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage.

2. To value both the prospect’s and your time.

Closers know the difference between a “fastened” pitch from a “hurried” pitch. Surely, we can all shorten the presentation. However, it takes practice and sharp judgement to master which benefits to retain and which to reserve for a specific prospect. This falls us back to consider first the mental picture of your prospect’s NOW.

3. To BOTH win the negotiation.

Reserve 2-7 benefits as currency of concessions in case for a bloody back end fight. Lowering the offer should be the last thing to do. List those benefits as elements of surprise as you negotiate. Surprises close deals.

Closing a deal is a time-pressured exam. It is not an enumeration. It is an identification type. Turn that out to be your advantage. If you could help the prospect own the solution to their problem within the shortest time possible, why would you (both) choose to prolong it? Filter the benefits. Don’t waste your time. Don’t waste that deal.

5 Subtle Sales Strategies from Reading Crime Novels

How about reading how a killer “convinces” everybody else that he is innocent? When you sell, you convince right?

A Sales book walks you through how a deal is smoothly closed. A Motivational handbook inspires you to revitalize your mindset from a sales slump. How about reading how a killer “convinces” everybody else that he is innocent? When you sell, you convince right?

Crime novels are educative for sales professionals. It may be lengthy but surely, you get addicted the soonest you identify the sales spells popping between the lines which the writer had artfully weaved through.

CHARACTERS caution to modulate your “likeability”.

Personalities living in the novel are fictional as to what had sprung from the writer’s mind. However, “traits” of these characters are real and in fact, existent to the people you meet across the sales table.

Knowing diverse novel personalities is a beneficial preempting tool so you can modulate your presence in dealing with similar (varied extremes) behavior in every sales meeting. It trains you to be efficient on working out how to be agreeable to your prospects. This propels to a well understood pitch. This helps you sharpen your intuitions in reading who a person might generally be so you can adjust how your closing attack would be. Remember from now on, you do not just meet people in a crowd, in a novel too.

SYNONYMS connive for your pitch’s clarity.

Have you ever driven your pitch where you are expressing the correct point but the prospect seems waiting for a perfect word that shots them to agree with the deal?

By experience, synonyms have a distinct controlled impact to the prospect’s “not now” to “yes to the purchase” continuum. I usually call this particular word as the closing chant, closely like “abracadabra”.

The more terms for a definition you know, the more specific you could clearly convey the point you want persuade. Be vigilant in picking especially when your pitch poses an analogy and technicality. Prospects have varied vocabulary tagged along with their varied personalities. Generally, choose the synonym with the good associations like “Own” rather than “Buy”. In cases of affecting a more felt sense, use the extreme version like “spotless” rather than “tidy”, “spacious” rather than “wide”, “exhausted” than “tired”, “scalding” than “hot”. Having database of synonyms is like having a revolver to increase the chance of firing the most precise word which your prospect long to hear as a trigger of their YES. A crime novel is a perfect source of these. Aside from clarity, synonyms also influence your tact and credibility.

When reading mystery novels, have your smartphone beside you with a dictionary app. Search for the new word you just have read and add it to Favorites. Assign a word of the day which you shall then use the next time you pitch. Still note, be deliberate what synonym to say to a specific prospect. This tip applies to the next too.

IMAGERY bribes a higher appraisal.

“The floor was sheathed in oriental rugs, the white painted rough stucco walls covered with masks and carvings, archeological by-products of her mother’s career, I imagined. Hadley filled and plugged in a small electric espresso coffee maker and got two fine china cups, setting them on a round, heavy walnut table with clawfeet next to one of the dormer windows. The view was of the back garden with its rows of new vegetables coming up and of several horsechestnut trees, cooling the house with hundreds of fresh green fans.”

Is not that a compelling involvement pitch when you are in a Real Estate or Timeshare Sales? A Crime novel, on its endeavor to let the readers visualize the story, has a lot of those descriptions which you can simply modify to make it specific to your offerings. These are Adjectives and Adverbs which appeal to the senses of your prospects. Thus, stimulate buying instincts. These describing words are secret inks to masterfully paint the mental picture of your prospect’s desires. Involving spiels are intended to be drooling which make your offer irresistible.

The tip is, stimulate the prospect’s imagination by describing to them orgasmic feeling of every human sense (in such a perfect blend). Let them feel how a thing is being done or how a thing looks like in such an articulate recitation. Never do a by-the-manual demonstration or by-the-catalogue presentation. Let them not just hear it. Let them feel it and anticipate the real gratification. Be their walking VR glasses. Synonyms for clarity. Adverbs and Adjectives for interactivity.

MOTIVES protect you from sale stalling objections

Criminals never confess on the 1st chapter after the crime. Thus, mysteries give birth to the detective tandem of the reader and the sleuth. The cascade of the story then flashes reel of motives that points to a list of suspects. These characters are driven with motives perfectly like your prospects, they do not always tell the truth.

Prospects lie especially when you have not fully sold them yet. Being exposed to countless versions of lies rooted from equally countless motives as you read mystery novels, sharpens your thermometer of how sincere the commitment you are getting as you ask the prospect for a close. The psychology of motives develops your prospecting skills, questioning techniques, boxing-in maneuver (tie down close) and even closing intimidation.

Objections categorically should be accepted as your prospect telling you to tell them the right thing. However, be sensitive too since objections could also be your prospect’s litmus on your credibility and persistence as well as tactics to stall a sale. As you meet several motives along your readings, you are able to exercise the conviction of your guts every time you drive your pitch away from rejection. Human behavior, just like books can be read too.

The psychology of motives develops your prospecting skills, questioning techniques, boxing-in maneuver (tie down close) and even closing intimidation.

SHOCKING REVELATIONS are tips for your pitch’s elements of surprise.

Never be a mascot for boredom. The human ears are good for 7-20 minutes only. Sprinkle elements of surprise in your pitch to not let your prospect be thrown to the boredom pit. Let them be hooked.

The turn of events in novels is just a perfect exercise on how to jockey surprises in your pitch. You are seem a writer who perfectly knows how the story would end but regulate when a certain revelation would happen – when to kill a character, when to put creepy encounters or suspense or even when to perfectly cut a moment. Reserve the most stimulating benefit for the specific client to that part which you feel would fully engage their buying reflex, just like the juncture that connects all the mysterious circumstances of the crime. Let your pitch be gripping.

A master closer is dynamic in learning and experimenting sales strategies. Using other than the usual learning materials, Crime Novels as one, is tantamount of upgrading your closing caliber. Always keep on looking for new and unique sources of sales techniques. Be different.