The Holy Grail of Selling
The Holy Grail of Selling consists of two things.
Believe in your product.
Do a demonstration.
In his book, "The Secrets of Closing the Sale," Zig Ziglar writes that you have to truly believe in your product. You have to be so convinced that your product is the right product to fit your prospect's needs that you couldn't possibly believe or understand how or why they wouldn't want it.
If you don't have a product that you use personally and that works for you, in other words a product that you believe in, then you're at a disadvantage.
The way this is communicated to your client most effectively is via the demonstration. You can talk all you want, but talk is cheap and is separated from reality by the ability of your client to duplicate your exact thoughts. You need to involve him in an experience that he can actively wrap his arms around, one that he can see and feel.
But when you deliver a convincing demonstration of your product, and sprinkle it with personal success stories and examples of others who have had similar experiences, you're putting together a one-two punch that leads right to the bank.
Your client will see how you believe in the product and he will want that for himself.
The Holy Grail of Selling is believing in your product and doing an effective demonstration. If you can honestly and convincingly demonstrate to a client or a customer that your product works and does what it is advertised to do, then both you and your product become acceptable and believable.
But what if the demonstration was you?
Let's take an example of a salesman selling a weight-loss product.
What if you used your product and trimmed your body down to the leanest and healthiest and best condition it has ever been in?
What if you looked so sharp and trim that people demanded to know how you did it?
What if you looked so terrific that friends, people at work and even casual acquaintances stopped you and asked, "You look great! What are you doing?"
Yes. That's right. You would be a living, breathing demonstration of your product.
And then, if you described how good you feel, how your clothes have stopped fitting and how you need to purchase new slacks and shirts of a much smaller size, you're rolling down-hill toward a solid close.
If you add how your wife and some of your clients have experienced the same thing, you can see your client's signature on the check.
The only possible objection here is, "Gee! I'd have to buy all new clothes!"
Now, there's a problem we should all have!
At that point you simply give them some free samples or sign them up. And so your referrals and your network will grow.
Steve Downing is an IT support engineer for Volt Delta Information Services and Karen, his wife, is a distributor for Geonlabs. Karen's websites are
http://www.KarenDowning.com and
http://www.TruckStopDiet.com .
The Holy Grail of Selling
By: Steve Downing
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