|
Let the Prospect Feel Like the
Owner
Once a person feels ownership,
closing the sale becomes merely
a formality.
If
you sell cars, put the prospect
behind the wheel. If you sell
jewelry, slip a diamond ring on
a woman’s finger and observe her
reaction. Let her feel as though
the ring actually belongs to
her. Don’t wait for the customer
to say, “I like the stuff and I
want to buy it.” Instead assume
the customer is going to buy
when s/he remains silent and
allows you to tailor the product
to his or her requirements.
Bring the prospect into the act
through his or her imagination.
Paint an appealing mental
picture, and your prospects will
actively participate.
|
