| You've been in this situation before. You spend an | | | | needs it. Your job is to persuade that person that |
| entire afternoon talking animatedly about the | | | | there is something lacking in his life that your |
| merits of this one product you're trying to sell; | | | | product would fill perfectly. This is how you get |
| and after wasting about a bucket of saliva on the | | | | commitments. |
| effort, your prospect tells you he cannot possibly | | | | If your prospect is bent on finding a solution to his |
| find any use for it. | | | | 'dilemma', then expect him to run to you for |
| Deep inside, surely you'd want to lash out at him | | | | respite. After all, you're the one who introduced |
| for pulling your leg in the first place. But, hey, | | | | the concept of this pain in the first place, so you |
| that's just part of the challenges of being in the | | | | better be smart to know when to reap the fruits |
| sales industry. | | | | of your labor. |
| How do you persuade a person, who thinks he | | | | When the prospect comes to you, remind him of |
| doesn't need your product, to actually believe on | | | | his quandary. Once it has sunk in on him, be firm |
| his own that what you're selling is indispensable | | | | and ask for a commitment. More often than not, |
| and something he shouldn't be leaving home | | | | you will get what you want. However, should it |
| without? | | | | happen that the prospect will still not give his |
| This sounds like an impossible feat, doesn't it? But | | | | commitment, then perhaps it's best to move on |
| it's actually very possible. You just have to know | | | | to someone else. It's either he doesn't take you |
| what buttons to push to get a 'yes'. | | | | seriously or he really has no resources as of the |
| And that button, much to the surprise of many, is | | | | moment. |
| pain. Yes, you read that right. Hit your prospect | | | | In the end, the key to a closed deal is a |
| where it hurts without him knowing that he has | | | | commitment. If you don't have it, then it would |
| been subliminally injured. It is in his pain where he | | | | take a lot of luck and persuasive effort from you |
| is unguarded and very likely to succumb to | | | | or someone of influence, or a sudden event, to |
| whatever you say. | | | | win one. Always remember the world of sales |
| How is this done? Think of it this way. All of the | | | | does not come out with victories at all times. |
| things in this world, no matter how seemingly | | | | There will be moment when you have to turn |
| far-fetched, has a potential value for your | | | | around and look the other way. After all, there |
| prospective buyer. Every person needs | | | | are billions of people in the world; you will never |
| something, almost often not knowing that he | | | | run out of potential clients. |