Critical Sales Secrets – Our two strongest motivators to buy

By Jerry Bellune

All of us are motivated by two emotions:

Desire and fear. Pleasure and pain.

So why don’t we use them in closing sales?

Why don’t we use them in our sales letters?

Why don’t we even use them on our children?

Sorry. Good thought but it’s not the point.

Marketer Todd Brown advises this to:

• Ease prospects off the fence of indecision.

• Help them make buying decisions.

Here are the two closing steps:

1. Talk about unique benefits and results you offer.

2. Discuss the pain or problem they’ll avoid.

All they must be is to sign the agreement now.

They can end the pain by taking action today.

Most sales people concentrate only on the positives.

They list one benefit after another.

They may pause to see what their prospects say.

But they keep reciting benefits hoping for a yes.

They keep asking for action and nothing happens.

These calls to action work best with one change.

Lets say they don’t buy after the first call to action.

You listed the biggest benefit but nothing happened.

Don’t follow it up with another benefit.

Follow up with the pain or problem that will persist.

Remind them how painful it really is.

Frame it in the words they use to describe it.

Tell them they no longer have to suffer.

Tell them what they’ll miss out on if they don’t act.

• “You won’t have a steady flow of…”

• “You won’t experience the excitement of…”

If this doesn’t prompt a decision:

• Go to the next biggest benefit they’ll experience.

• Suggest they get started on this right away.

• Follow up with another pain they’re feeling.

• Then another call for them to take action.

• If needed, share the second most powerful benefit.

• Follow it with another call for action.

This works because all of us are motivated this way.

Want more sales strategies that work?

Order your own copy of “Selling by the Numbers.”

Call Ashley or me at 803-359-7633 today.

You can order with a credit or debit card.

It’s only $29 and includes $300 in sales coaching.

Next: Are you actively listening to prospects?

Want to share this with a friend? Be my guest.

We only ask that you tell them where it came from.

Invite them to send me their email address.

They can reach me at [email protected]

I’ll email this strategy letter to them each week.

©2015 The Bellune Company, Inc.

Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2015 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]