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The Art of The Conversion Conversation: 5 Simple Steps To The Soft Sale
| Guest post by: Jeneth Blackert |
Article Overview: I am a mediator-type of person meaning that my head often over rules a decision that could (and should) have been made with my heart. Because I have this personality characteristic, I have become a great at teaching clients how to get their prospects to make a decision from their heart. Let's talk about what it takes to close the deal!
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Free Download - Can You Sell Your Online Business Idea? Clarify for Entepreneurs By Jeneth Blackert |
The Art of The Conversion Conversation: 5 Simple Steps To The Soft Sale
I am a mediator-type of person meaning that my head often over rules a decision that could (and should) have been made with my heart. Because I have this personality characteristic, I have become a great at teaching clients how to get their prospects to make a decision from their heart.
Let's talk about what it takes to close the deal! Here are 5 simple steps to get you started.
1. Let a Prospect See & Feel the Pain and Possibility
I've learned when I talk or write to prospects I need to show them where they are and then clearly repeat back to them where they want to go. This conversation connects them emotionally with their heart and the outcome... instead of the head and the resistance to NOT spending time or money. When a prospect sees and feels the transformation it will pull them out of their comfort zone. So, it's very important to show a prospect the pain and possibility. This gets the prospect onboard with you and your company.
2. Make It Clearer
When working with their pain and possibility. Ask specific measurable questions, for example, "On a scale from 1-10, how would this ___ make your life better? How much would that be worth?" Quantify it!
3. You Are Selling FOR Them not TO Them.
So many small business owners feel that sales is something you do to someone else - as if you are hurting them or stealing their money. When you understand that you have an invaluable service/gift FOR your prospect, you will understand they are not paying you - they are investing in themselves.
4. Focus On The WHAT Not The HOW
It doesn't matter if it's a tele-training, CD, DVD or a physical solution, prospects care about how it will make their lives better - easier, simply, more time and more money.
5. Leave Them With Their Decision.
You're going for a decision. That means... a yes, a no or a clear future. A yes, means I am ready for your service/gift to change my current reality. A no, means I need someone else to help me. A clear future means something needs to be done or asked before I am ready to say yes or no.
GUERRILLA SOFT STEPS
Heart of Marketing by Judith Sherven and Jim Sniechowski
Want to Know How to Sell All You Have to Do is Ask
Sales Success Tip-Four Steps to More Sales
Rule #1: Increase Your Profits Measure your Results
Referred by: http://www.brandu.com/rd.cfm?id=743
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About the Author: Jeneth Blackert RSS for Jeneth's articles - Visit Jeneth's website JENETH BLACKERT is an entrepreneur lifestyle business designer, speaker and leverage strategist. She has personally taught hundreds of individuals her unique principles and approach to massive success. Her principle system is based on time-honored universal wisdoms. Jeneth has authored of several books, and programs, including Seven Dragons: A Guide To A Limitless Mind, How the Fierce Handle Fear with Donald Trump and Jack Canfield and her upcoming books Business Bushido and her novel, 'Waking Soles'. All of Blackert's programs are based on universal wisdoms. Please check out her newest programs... 1. Mastering Your Dragons (http://www.masteringyourdragons.com) and 2. The New Wealth Life Challenge (http://www.newwealthchallenge.com) Discover which Entrepreneurial Dragons Are Holding You Back! Take Jeneth's FREE Interactive Dragon Quiz: http://www.7dragonsquiz.com Click here to visit Jeneth's website   The Art of Asking Better Questions For Better Clarity Focus and Greater Wealth The Art of Conversion 4 Questions That Up Your Internet Star Power The Art of Communication The Wealth Creation Is In Your Words The Art of Receiving Clarity How to Ask The Right Creation Question The Art of HAVING and ATTRACTING The Money You Want In Your Business |
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