sales

Purchasing Decision Making Triangle

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Making a large purchase decision – or even a small one – is not an easy task. Various metrics can be used, such as, ROI (return on investment), payback time calculations, etc.

Another simple idea is to consider this fact: you can only pick two out of these three, Quality, Price, or Support.

A purchase cannot be made that will check all three boxes. We want great quality and great support, but are not willing to pay the premium price. That may be fine for some purchases, so long as we are aware that we compromise either quality or support.

Book Review – Way of the Wolf

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Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

 

Key Takeaways:

It takes 4 seconds for someone to decide if they like you or they hate you
90% of communication is tonality of your voice and body language
The unconscious mind is influenced by tonality and body language; Conscious mind is influenced by words
Whispering is a powerful luring technique
NLP (neural linguistic program) is the science of persuasion language
Olfactory anchoring can be used to condition internal rewards
Tonality: phrase as question; intrigue: created using a whisper (creates scarcity bias, information scarcity); use ‘the reasonable man tone’
Body Language: watch several videos on effective use of body-language to influence your audience; do not invade personal space; eye contact 72% of time
Match-Pace-Pace-Lead
Marketing’s job: research the market; cost effective outreach; hook/call to action prospects into sales funnel; work with sales
online/offline marketing
Buyers: they must have a pain point; buyer in power: have shopping time; fire the tire-kickers early
“May I ask you a few questions so I have a clear picture of what you need?”
Speech Script: not front loaded (KISS – keep it stupid simple); frame the script; solutions not features; “makes sense?”; casual script; flow
Money = stored energy, the buyer wants to spend least energy, path of low resistance
Do NOT ask: “did you get my email/review my information?”, this is an easy NO; instead say “I sent you info..”
Anchor high settle low

The tools and techniques discussed in this book allow you to reach your audience. You have a message worth delivering, it is of interest to your audience. You have clear, good intentions. So why not learn how to effectively convey your message so it gets heard.

You can get the book here: Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

Good-Bad-Good Sandwich

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You have heard the other party’s comments, and you have some positive criticism of your own, but you know if you share it the other party might get offended. You have their best interest in mind, however, people get defensive when you ask them to change their outlook.

One technique to help you get your ideas across and received is to use the “good-bad-good sandwich.”

When the other person has completely presented their argument, and you have actively listened, pause for two seconds, mirror their argument and give them a positive feedback. This is the top of your sandwich. Now they are receptive to your criticism. Present your argument next. You can be direct now. When done, mention something else positive about their argument, or the fact that it is a challenging situation they are in. This is the bottom of your sandwich.

Try it!