subject: Sales Made Easy [print this page] Sales Made Easy Sales Made Easy
Have you ever watched a magician perform an "impossible" feat and then revealed the trick behind the feat? Took some of the magic away, didn't it?
Every profession has tricks that, to an observer, seem almost like magic. With practice, you can determine how much of your magic to reveal.
If you typically go into detail when asked a question, you may be telling too much. If you typically answer questions with "yes" or "no," or give very brief answers, you may not be telling enough. About half the buyers you meet will not feel secure in making a decision without enough information. The other half want only the basics, but they want assurance that you know what you're doing.
Here are some phrases you can use to help assure the buyer that you are experienced:
"When I have encountered situations like this in the past..." (perhaps you've never dealt with this exact situation, but you've seen similar ones.)
"Clients often ask..."
"Here's what I've seen work..."
Most buyers prefer to make small decisions, assume minimum risk, before taking a big plunge, much like a swimmer putting a toe in the water. And perhaps you've resisted products yourself because they weren't familiar enough to you, but you were willing to buy a sample of the product when presented with the opportunity.
Every time a buyer makes a decision in your favor, he's buying in to the big sale. A buy-in can be as simple as returning your phone call, scheduling a meeting with you, or agreeing to a trial offer.
