2011年10月26日星期三
Prospects don't necessarily want to hear you wax lyrical
Prospects don't necessarily want to hear you wax lyrical about your product. You can obtain social proof through two simple means: Testimonials & borrowing from expertise from well known experts. What will your 'uniform' be?Applying this tool will increase your 'value' in prospects' eyes and can reduce objections due to increased trust.WhenNike Requin, you focus on using these tools to increase authority, you will be seen as more of an expert in your field. Be prepared to quote experts when speaking to prospects if need be. One thing I am always curious about is where the author gleaned their wisdom from. I refer to that ensemble as 'The Uniform',Air Ninja Homme and others behave accordingly. It comforts me to learn from someone who really knows what they are talking about - a real expert, it lets me know I have made the right decision to buy their book.Your prospect also wants to know that they have made the right decision in purchasing your product or service; and your expertise can give them that reassurance. I love reading self help books - It is a journey of discovery for me to expand my mind. Whatever you say to them must be related to what they are looking for.Tools To Increase Your Authority: Social Proof: Evidence of where have helped many others.Personal PresentationSocial Proof: Evidence of where you have helped many others. They want to be reassured that your expertise can get them what they want. If need be feel free to quote your company's achievements if asked to increase your credibility.Remember you only need to be an authority on how your product can solve your prospect's problem.Personal PresentationHow are you dressed and presented? A study on compliance by Bushman, (1984) found that just by wearing a uniform there was a measurable increase in compliance of subjects (even more so than being smartly dressed). Can you remember the last time you walked into an office and saw lots of plaques, trophies and certificates? How did that make you feel? Regardless, it is hard not to be impressed and regard this person as being an expert in their field. All of which makes sales far more enjoyable - Go get 'em!Caidian Johnson is a Specialist Sales & Motivation Trainer at TalentStream UK. I often read the biography at the back to discover that they had extraordinary success in business; or even that as a result of challenges in their lives they became obsessed with solving a specific problem for others. You will build quicker rapport and gain more referrals. Just before you grab your product information guide and start swotting, read very carefully. Examples of this might include saying that you were trained personally by Anthony Robbins just because you went to one of his live events. Other examples may include plaques or awards. Invest in your education on dress sense as this denotes authority - Doctors have white overalls, Soldiers have uniforms - How could you dress to create compliance? I will write an article on this on basic colour psychology so that you can dress for success though this is a field in and of itself.When I dress for meetings, I will wear fitted navy suit, white slim fit shirt, navy tie (Windsor knot), white pocket square (folded flat) & black or dark brown Oxford shoes. That's why your doctor has certificates. That would technically be true and hence you could mention this and quickly again credibility by purely by association.You should obtain testimonials from everyone that buys from you to produce on request. A versatile and Chaussures Adidas Homme skilled facilitator whose strategic insight, copywriting and NLP skills produced an extra ￡52,489.16 profit in just 34 days for an entrepreneurial firm.To download more free tools and strategies to rapidly accelerate to your business success please go to our Award Nominated website at http://www.talentstreamuk.com or give us a call on 01423 700210..
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