Words we can say.
It is not our offer.
It is how we present our offer.
Try these sequences of words. They don’t put our prospects on edge, and get them to instantly commit to a decision. Ready?
• If you can’t sleep, we can help. (Nutrition)
• If you worry about your wrinkles, we can help. (Skincare)
• If you have a Social Security number and bank accounts, we protect them. (Identity Theft)
• If you feel overweight and sluggish, we fix that. (Diet)
• If you worry about your memory, we can help. (Mind Vitamins)
• If your job doesn’t pay enough, we can help. (Opportunity)
• If commuting to work is not fun, we can show you another way. (Opportunity)
Use this simple pattern to create something that works for us.
What did I learn by reading, listening, and trial-and-error?
Me: “Can I get an appointment?”
Improved Me: “Would it be okay if we met on Monday morning?”
Me: “What is your name?”
Improved Me: “My name is Big Al. What is your name?”
Me: “Do you want to join?”
Improved Me: “Which option works best for you?”
Me: “Let me show you.”
Improved Me: “What would you like to know first?”
Improved Me was successful in 60 days.
Afraid of selling?
Maybe we’ve seen too many movies of sleazy salesmen from the 1970s.
Here is how selling should work.
Step #1. Listen to our prospects to see if they have a problem that we could fix.
(If we listen, they will like us.)
Step #2. Ask our prospects if they want to fix their problems. (Yes, some people want to keep their problems. It makes them happy.)
Step #3. Find out when our prospects want to fix their problems; now, or sometime in the future. (Timing is everything. They may have bigger issues at the moment. We will respect that.)
Step #4. If they want to fix their problems now, we give them the option of:Taking advantage of what we offer, or
1 Keeping their lives the same.
2 This view of selling removes most of our fears.
The story is all about them.
If we tell a story about ourselves or someone else, our prospects automatically imagine themselves as the lead characters in their minds. Awesome, eh?
This is why we love movies. We can imagine ourselves as one of the characters.
We should try to add more and more stories to our presentation. They are the best way to communicate with prospects and share our message.