We all want to believe that anybody can become a customer. We think we’re such good sales people that once we give our pitch to our prospect, they will be clicking on the order button before you can say Bob’s your uncle.
The truth is, not everybody is a prospect. At least not a viable prospect.
No matter what you do, you’re going to find people who, for whatever reason, cannot be sold to…
Now lets cover the process of explaining the “do what you do – get what you get” syndrome.
This is one of the hardest things to get across to people, but once you’ve done it, a big part of the battle is won.
One of the biggest problems facing most people who are trying to make a living on the Internet is that they simply don’t know what they’re doing. They might have just bought their first computer and can just about turn it on. What the majority of these people do is hook onto the first thing that they come across, buy into the hype and then seek one person’s opinion on how to go about making their business work.
After they’ve done this, they basically put their work day on auto pilot, not doing any thinking on their own.
This is where they run into problems.
Now we’re going to discuss one of the most important aspects of this technique.
It’s referred to as lowering the tension while raising the trust.
Let’s be honest, whenever somebody is approached by a sales person, they are immediately on the defensive. The pressure is right there from the get go. We’ve been conditioned to react this way because that is the way that sales people are portrayed.
With this tension comes a lack of trust because we feel that we are about to be scammed. It’s a never ending cycle that is hard to break.
The truth is, there is only one way to break it.
The one thing you must realize, and if you get nothing else from this series but this, it’s that you can’t sell somebody a product or service until you have their interest and trust.
You have to make them want you to send them more info. Then once you have their interest, then you can start to send them your offer or offers. In this section we’re going to go over how to get the relationship sale by becoming their expert.
This doesn’t mean that you have to literally be an expert. But you certainly do know more about your product or service than they do. And we’ll go over how to use this to your advantage now.