Is Selling Getting Harder?
Of course it is. Many of your prospects have been
stewed, screwed, bar-b-qued, reamed, steamed and
dry cleaned, so they have built up defense
shields. We need to be encouraging and allow
them to “dump” their pain and hurt before they
will ever be receptive to anything new.
The internet has made it easier for prospects to
find the good, the bad and the ugly, or even
vicious or false claims about your product,
service or company … or even you. We need to
discover a prospects beliefs and opinions and determine
what they are basing them on.
Prospects are being bombarded by commercials at
record levels. They are on radio, cable tv,
emails, at the movies, in print media and direct
mail. Plus, they are inundated with phone calls
offering everything imaginable.
This means you need to stress benefits within the
first 10 to 12 seconds or you are dead meat. All
prospects want to know one thing, which is:
“what’s in it for me?”
Most prospects have less time to sit and listen to
“webinar ramblings” about how great the speaker is,
and how much money they made 10 years ago. You can
no longer waste a prospects time eventually
getting to the point. You must clearly use the
most powerful, emotional and descriptive words
possible. Whether in blogs, articles or over the
phone. Your message must prove if your product or
service can fill their needs. You must be concise and to
the point.