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

In The News:


pen paper and inkwell


cat break through


The 6 Secrets To Sales Success

There is no magic pill, trick, teqnique, system or secret... Read More

Build Rapport by Mirroring

Traditionally, salespeople look for something in the office that begs... Read More

Visual Science of Selling

Statistics state that 55% of people judgments are made based... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?

Sales is still a must for any company who wishes... 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

Sales and Closing Techniques

One essential criteria of being a successful salesperson is the... Read More

5 Ways to Increase Business Sales by Contacting Your Existing Customers

One of the best ways to increase your sales and... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there... Read More

Customers Want You to Ask for the Money

Many years ago, I was the one starting a small... Read More

Have You Prepared for Success in Sales?

My wife and I watched the movie Ray a couple... Read More

How to Spellbind Your Prospects in 10 Seconds!

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

Whats Your Sales Training Goal - Exposure or Behavioral Change?

When your company invests in sales training, what is the... Read More

Small Business Computer Consulting Freeloaders? and How to Avoid Them

If you've been in the small business computer consulting industry... Read More

Instant Rapport: The Key to Sales Success

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

How a Best Buy Sales Clerk Taught Me the Simple 6 Step Formula to Close ANY Sale!

Follow this story...I went to Best Buy today to get... Read More

Your Sales Process Isnt

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

How to Build a Repeat Client Base in Automobile Sales

Here is a question I recently received from a young... Read More

Sales: The Secrets Of Super Salesmanship Exposed

Most people tremble when they hear the word "sales".This explains... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More