Articles on Selling by Robert Seviour
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The Two Forces in Sales
Maximise your sales success by understanding the
forces involved in a sales situation. There are two; desire to purchase
and reluctance to spending money. Whichever is the stronger will determine the outcome.
For a sale to occur the buyer has to have a more powerful desire to buy than he or she has reluctance to spending their money. The salesperson therefore must present arguments that increase the customer's desire and reduce their reluctance to spend. To increase desire, you can draw inspiration from the seven deadly sins; Pride, Envy, Gluttony, Lust, Anger, Greed and Sloth
Wow, there is an infinity of possibilities with that collection. You can see the connection between items in the list and most consumer adverts. So if you wish to persuade, make the promise in your message take its power from one of the 7 deadly sins. Addressing the other side of the equation, to reduce resistance to spending money.
Selling is like a seesaw or teeter-totter, on one side there is a substantial weight, representing the reluctance to take a decision and spend money. On the other side you have to pile the arguments which make purchasing attractive. When the attraction is greater than the resistance a sale will occur.
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