Using The Power Of Imagination For Persuasive Salesmanship

Sometimes when you introduce a product to a prospect, he may resist your attempt to sell him.

Now, just because he is showing some objections, doesn’t necessarily mean that he may not like your product.

Often, he may just not be immediately aware of how the product can help him. His mind is closed.

If you are a salesman, it’s your job to open up his mind on the various possibilities on how the product can benefit him.

We want to paint a nice picture for him to imagine. For him to feel it. And actually using it, reaping all the rewards in the process.

That’s utilizing the power of imagination for you, my friend.

Let’s take an example to illustrate my point, shall we?

Say you are persuading your prospect to buy a life insurance for himself…

You can get him to imagine the following scenarios…

• What if he falls ill? Who will take care of him…?
• What if he loses his job because of his illness? How will he support himself? And what about his family? Who will put food on the table for them…?

Pressing Your Buyer’s Emotional Hot Button

Listen. If you want your buyer to well…buy…from you, you need to get his emotions raging. To make him want to buy. NOW!

How?

Pay close attention to what I’m going to tell you.

I want you to focus on these top 10 buying emotion. And you will do all you can to invoke these emotion in your buyer’s mind.

The Top 14 Buyer’s Emotion – The Secret Revealed!

• Fear
• Curiosity
• Vanity
• Compassion
• Insecurity
• Lust
• Pride
• Laziness
• Confidence
• Satisfaction
• Desperation
• Jealousy
• Embarrassment
• Anger

Got them all down? Good. Think of all ways and examples to incite all these emotions the next time you sit down to write your sales copy or when you engage in a persuasive pitch to someone in person.

When you get him sufficiently moved, he will buy. All this are part of consumer psychology and sales techniques.

And it’s just fascinating to see how these can affect one’s buying decision. And not just buying decision. It’s also the speed of it.

The Single Most Important Detail You Must Remember To Make People Like You…

If you are a sales or a marketing person, one of the first thing you must do is to establish rapport with the person or party you want to sell to.

You want to make them like you. To trust you. With that done, half the battle is won.

So, how do you make them like you?

Simple. Make them feel as if they are worth a million bucks. Make them feel important. Make them feel that YOU…like them.

And one of the first step towards doing that is…

….remembering their names and using it often!

Often when we are introduced to new people, we forget their names at the next instance.

From now on, for your own sake, and your own business or sales sakes, make a concerted effort to start remembering all the names of people you come across with.

Even better, compliment how nice their name sounds.

That will totally rock their world! Totally… It really helps to open up doors and get them to open and warm up to you.

I tried that numerous times. All done with sincerity, of course. And the look of happiness on their face is just…priceless!

How To Use Your Audience’s Fear To Your Marketing’s Advantage

For those who play stocks, you might be familiar with this saying.

“Stocks take the stairs on the way up… and the elevator on the way down.”

Don’t believe me?

Just pick any stocks in the market and observe how long it takes for it to reach it’s all time high, and then take a look at the time it takes to drop back to the bottom or at least to half of it.

More often than not – it literally takes the elevator down! Back to square one!

What does this show?

One word – FEAR!

In marketing, we can take advantage of this very fear element of your prospects to your profit.

How?

Remember the following…

The Fear Of Loss Is Greater Than The Desire For Gain

Everyone loves to win something. But they hate losing even more.

It’s all nice presenting the benefits and how your prospects can gain when they take up your product or services.

All well and good. You touch on their emotion. You make them feel positive.

But….DON’T JUST STOP THERE!

Negative emotions work powerfully too!

We Went In Empty Handed, But Came Out…

You know what? I actually typed out a whole long entry for this. But I wiped them off on second thoughts. Too long-winded.

So now, I’m just going to go in to the meat. Straight to the point.

In the last entry, I talked about an encounter with a cab driver in Kuala Lumpur (KL), Malaysia, during our holiday there. And how we persuaded him to lower his cab fare.

Got some nice comments and email feedbacks. I thank you folks for that – from the bottom of my heart!

Today, I want to talk about something else. I want to talk about a trip to a store (a chocolate boutique) during the same trip in KL, whereby we went in empty handed, but came out….you guessed it…FULL of products!

Why?

1. Personal Attention

The shop assigned a staff to us. Specially for us.

He tended to us, catered to our questions. Brought us around. Let us try various chocolate samples. Even letting us try more on our request. Carried our basket as well.

And finally also completed the payment for us.