Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition.

Secrets of negotiating

Remember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can be yours.

When you follow-up with a prospects, ask them: "Do you have any situations that we can work out together using our mutual expertise?"

Psychologically, by substituting the word "situations" for problems, you are more likely to get a positive response. Also, by using the term "combined or mutual expertise" you are telling them you respect their valuable knowledge.

Remember this advice - Seek first to understand, then to be understood.

How to make people respond more quickly

Remember: "People respond more to what they are going to lose than to what they are going to gain."

It's very powerful when you explain to prospects they will probably lose market share to their main competitors if they don't adopt your ideas. Ask yourself: What will my customers stand to lose if they do not buy my service or product?

Psychology can also play a powerful part in overcoming objections to requests for a follow-up call. There are two strategies that will result in incredible opportunities coming your way. Try them today.

Tell your prospects you really want to understand their needs precisely and you feel you can't achieve this unless you talk to them in on the phone. People want to feel understood more than anything else and the businesses that understand this take all.

You can also add that it will only take, say, 12 minutes, (let them time you!) to show them how they can benefit from what you're offering. You can also offer to give them a free gift (low cost with a perceived high value eg reports, e-books etc) if they think you've wasted their time.

Packaging Your Website

You can increase your sales by using appealing photographs of typical users (yourself) on your website.

Why is this? Well, it humanizes your product or service and prospects perceive you to be more professional and trustworthy.

This can be very powerful for a home-based business to add to the level of trust for your potential prospects.

Beware of this common mistake

This is a common mistake made by many in home-based business marketing. Marketing your home-based business, you must sell benefits, not features. If you sell your product or service using features, you must stop this mistake immediately.

While marketing your home-based business, you can sell its features: "Free website and dozens of marketing tools to promote your site". How many advertisements do you see like this?

However if you sell benefits, you sell prospects a lifestyle and that's psychologically powerful.

For example, you can sell benefits by offering "Financial freedom" (your product) with a special offer of test-driving the product for 30 days (innovative pricing to encourage a larger sale). You can then detail how your product leads to financial freedom, for example, free website with your personal attention to helping your prospect begin marketing their new business.

This can be done in many different ways no matter what your home-based business is. The secret is to turn your service or product into a package (a way of life) and combine it with innovative pricing.

Psychology in marketing

Using psychology in your marketing will add immense power to your efforts, you'll reap the rewards quickly.

Psychology is not a trick it is recognizing and celebrating our strengths and weaknesses as humans.

My next article

My next article will be titles, "We eat our young". It will be a discussion on the psychological aspects of helping, or in some cases not helping persons new to owning their own business.

About The Author

Joe Saddoris, Owner of http://extra-income-internet-network-marketing.com

Editor of the EIINM newsletter

To subscribe to EIINM newsletter click below

extranewsletter@aweber.com

Copyright 2004

jsad1@cox.net

---

Instant Rapport: The Key to Sales Success

Did you ever meet someone with whom you just clicked?... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

11 Proven Sales Strategies to Help You Close The Deal

There are a number of sales closing strategies that you... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

Achieving Sales Goals Requires Drive & Motivation

How did you do this past year on your sales... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

3 Steps To Immediately Increase Sales

Want to increase sales within your company? It's not as... Read More

Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast.

Implement these smart sales marketing secrets and you'll be capable... Read More

11 Secrets to Leadership in Sales

In his classic book, "Think and Grow Rich", Napoleon Hill... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1... Read More

7 Safety Tips Every Realtor and Door-to-Door Sales Professional Need to Practice

These are the top 7 safety tips that criminals don't... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

7 Sales Techniques To Differentiate You From The Competition

You have a choice. You can stand out or blend... Read More

4 Reasons Why the Sale is Not Made

When sales are down, a salesperson must begin to take... Read More

The Top 10 Powerful Tools for Growing Sales Through Creating Connection

Your mission as a business owner is to develop a... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as... Read More

Eliminating Objections to Increase Sales

You want to increase the flow of sales revenue, but... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More