Home | About | Copywriting | Company | => Membership <= | Testimonials | Contact Me


A QUICK question - how can we serve you better?
Any features or information you like us to cover?
Please let us know by dropping us a short note.

 


Print This Post Print This Post

Posted
26 July 2008 @ 10am

Tagged
Consumer Psychology, Copywriting, Sales Techniques

Using The Power Of Imagination For Persuasive Salesmanship

Welcome on board. Thank you visiting EMoneyMarketing.com for the first time! I hope you will find some value here. Cheers!

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…?
  • 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,

jagfoo

Tags: , , ,


1 Star2 Stars3 Stars4 Stars5 Stars (1 votes, average: 5.00 out of 5)
Loading ... Loading ...

Share & Enjoy With Your Friends

del.icio.us Digg Reddit StumbleUpon Technorati Yahoo!

 

Leave Your Comments Here - And Be Rewarded With Some Link Love.

*Note* It's okay to leave your name as your "keyword". I've no problem with that.

But at the very least, please leave your real name at the end of your comment.

So I will know that you are NOT a spammer!

If not, I will disallow your comment. Fair deal?

 

27 Comments

Posted by
abeljourney
28 July 2008 @ 3am

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


Posted by
Free Video Conferencing
28 July 2008 @ 3pm

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.

Free Video Conferencings last blog post..BDO KENDALLS (NSW-VIC)


Posted by
Gold Beach Oregon Realty
30 July 2008 @ 1am

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


Posted by
Karl Goldfield - Sales Training
31 July 2008 @ 7am

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


Posted by
Jag Foo
31 July 2008 @ 8am

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


Posted by
James
1 August 2008 @ 11pm

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..


Posted by
Garden flags
2 August 2008 @ 3am

Thank you very much for the great information..


Posted by
yard flags
2 August 2008 @ 5am

Great information, Thank You for sharing……….


Posted by
esgic
2 August 2008 @ 7am

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


Posted by
DirectToIndia
2 August 2008 @ 2pm

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


Posted by
UptakeInOH
5 August 2008 @ 5am

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.


Posted by
Online Betting
7 August 2008 @ 2am

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..


Posted by
Online Gambling
7 August 2008 @ 2am

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.


Posted by
lisa marie
7 August 2008 @ 3pm

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.


Posted by
Debt Helper
29 August 2008 @ 6am

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.

Debt Helpers last blog post..Red Flags for Unsecured Credit Card Debt Consolidation Companies


Posted by
Search Engine Optimization
12 September 2008 @ 9pm

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.

Search Engine Optimizations last blog post..Wordpress SEO Plugins


Posted by
Jag Foo
13 September 2008 @ 8am

@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


Posted by
Intellionics Seo Services
19 September 2008 @ 5pm

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!


Posted by
Webmaster Blog
27 September 2008 @ 11pm

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!


Posted by
Website Design Midlands
14 November 2008 @ 9pm

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


Posted by
Flights to Majorca
4 December 2008 @ 4pm

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!


Posted by
Faux Flowers
17 December 2008 @ 3pm

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


Posted by
Find a free fling
22 December 2008 @ 11pm

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


Posted by
Web Marketing Denver
13 January 2009 @ 3pm

Well this is a great tip.

I think you need this more than anywhere in the Internet Marketing Field.

You need to be able to talk crap and make them see flowers.


Posted by
LOCC - Tha Most Gangsta
2 March 2009 @ 1am

Make your sales presentation flow – anticipate any objections -and logically answer – them within your presentation. Explain the benefits to be derived from ownership of your product or service, and then whenever possible, let them see or read of proof or testimonials from people who have already bought from.

LOCC – Tha Most Gangstas last blog post..know this song? lyrics are: ‘you say you gonna let go you say you gonna leave me’ dance/hip hop ish please?


Posted by
Free footy
20 March 2009 @ 2am

This is very intelligent from your part. Well said.


Posted by
Recent URLs tagged Salesman - Urlrecorder
11 April 2009 @ 8pm

[...] recorded first by RWASH93 on 2009-02-27→ Using The Power Of Imagination For Persuasive Salesmanship [...]


Leave a Comment

Pressing Your Buyer’s Emotional Hot Button 50 Power Words To ‘Juice’ Up Your Sales Copy