Using The Power Of Imagination For Persuasive Salesmanship

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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…?
• Will there still be money to put his kids through school…?
• Will he have any money to pay the hospital bills…?
• With a life insurance, everything concerning his life will be covered. He is protected. His family is protected. No more worries…
• Is paying a few dollars a day worth it for a peace of mind of complete protection? Or he rather stay with the risk of financial ruin when he gets sick…?

Alright…let’s stop here.

Can you see where I’m getting at? Looking at the scenario descriptions above, can you see that we want to get your prospect to imagine what are the repercussions if he doesn’t get the life insurance?

And also how he will be able to get a peace of mind if he does?

By asking him to imagine, you are letting him paint the picture for himself in a way ONLY he can. You just guide him along that path with the initial description.

To make this even more realistic, you may want to prepare a video of sick patients and their family. And you present that to him.

When he can see and hear, it would be even more persuasive. This is a common tactic that charity drives often use to ramp up the donations.

They appeal to the audience’s emotion by making them see for themselves and imagining.

This is very powerful, whether you use it in your sales presentation or copywriting.

You have any thoughts on this? As usual, let’s share it with everyone here.

All Success,

Tags: Marketing, Online Marketing, E-MoneyMarketing, Business

Yes, i agree with you, because a lot of competition in the market, we must creative and more active

abeljourneys last blog post..Promotion to High Traffic Classified Websites

I couldn’t agree more with the opinions stated in your recent editorial. In marketing, there should be a fresh idea and strategy in order to be competitive enough.

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Well, I like the idea and your opinion. Competition is always there so we have to be smart and more creative.

I hope you do not mind some debate on this topic, as I encourage many voices on my blog and hope for the same when I comment.

As a sales trainer, consultant, and strategist, I feel that there is authority in what I share.

Your post is on the right track, but lacks two of the most important pieces to getting people to see value in what you offer.

1. What you offer must make a difference in the person’s life. To use your example, if someone already has insurance, you must uncover if your offering is better, or you can service them in a way they are not right now. If someone does not have insurance, before you paint pictures of what could happen or how you can help, it is better to take notes and paint the picture of who they are.

2. Align with what the buyer perceives, or the buying process. People go on different roads to decisions. The more you recognize this, the more you sell…period.

Again, I look forward to your response.

Karl Goldfield - Sales Trainings last blog post..Weighted Issues in B2B Sales

Hi Karl,

You know what…I second your statements.

You are correct. We want to find out what the person really needs first before painting a scenario that fits his circumstances.

Again, I am also in agreement of your point about aligning yourself to what your buyer want. That’s 100% true.

It’s not about what we want. It’s about what they want. They buy for their reasons.

That’s crucial in sales. And salesmen have to recognize that.

When I wrote this piece, I am assuming the salesman already know what the buyer potentially needs. The focus of the article is more on the specific topic of ‘imagination’.

You put up good points. Very valid ones. And I really thank you for making the time to write them out. =)

Cheers,
Jag

i totally agree, that is the power of persuasion, you present a prospect something that will make him think that buying your product makes sense, one more factor that helps make persuading even more effective is charm… some are naturally gifted with it but for some of us that don’t, we better work it..

Thank you very much for the great information..

Great information, Thank You for sharing……….

What is must important is to create a need in the buyers and the possible buyers mind, of course you have to be really creative leave behind all the common techiques to advertise your product

If there is no competition no progress,
What do you think on this?
i love competition.

Karl, your points are very well taken. But I also can’t help but think of all of the things people are encouraged to buy that WON’T make a difference in their lives. Many times it’s not a direct needs that pushes the purchase, but a perceived need.

i totally agree, that is the power of persuasion, you present a prospect something that will make him think that buying your product makes sense, one more factor that helps make persuading even more effective is charm… some are naturally gifted with it but for some of us that don’t, we better work it..

I love to see handy copy writing tips like this. A list of easy words to incorporate can sure help with all kinds of sales.

Creative selling is both a science and an art. The science teaches you what to do, and the art teaches you how to do it. Creative selling is the ability and art of increasing the satisfaction of the prospect by convincing him that the thing you want him to buy will best fulfill his needs and desires. In fact, it is creating a want that did not exist before.

Creative selling is an individual accomplishment. It embraces you and the power within you to think and to create. These qualities and attributes are individual, and no one but you can develop them. Therefore, my purpose is to help you to develop them by drawing on the latent forces within you.

I think salesmanship is probably my biggest weakness at the moment..thanks for the helpful article. Maybe I’ll get to work on that now. But I think lisa marie is right, it is both a science and an art.

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You cannot deny that content is the king all the time, you can tweak stuff and all that but in the end if your content does not hold water it will be useless and also harmful for you.

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@Lisa marie:

We all could do with more creative selling help. Definitely, I could!

@ Debt helper:

Keep practising on your sales skills. Watch the person’s reaction and learn to adapt accordingly. The more you do it, the better you will get. =)

Jag

Imagination is something that is underestimated a lot and this is mainly because people are afraid to explore.

I think you have hit the nail on the head with this article. I think making people imagine and envisioning the results of your product or the problems that might arise if they dont take your product can help big time like you said.

Cheers to imagination! Lets imagine!

I think there are times when it can backfire too! You make them imagine and if they start imaging the bad things that can happen, then it can be a big pain!

The power of imagination is simply unimaginable… Your mind is indeed so powerful that it can make every impossible thing seem possible. I really enjoyed reading this article. Thanks

Imagination is mental creativity, and its a really skillful ability but it is often immaterial for the common people. But this had been a great tool for politicien,psychologist and also salesman. These people have a very good convincing power!

Very good imagination scenarios, im just trying to imagine all that, its really amazing. Thanks for this great insight, Cheers.

I love this article. Indeed we have to be really competitive these days and imagination the tool to be used for that.