subject: Develop emotional involvement to become a great salesperson ! [print this page] When your selling a product, whether its tangible or intangible, you need to develop emotional involvement between the prospect and the product, The thought is to create possession in the persons mind, Facilitate them with the image of the merchandise or service and its benefits in their daily lives. You'll be able to do that by asking ..Questions If you where selling a replacement, or more powerful Desktop computer hard drive to an workplace manager, you would possibly ask, who will use the computer most often ? This question gets them thinking about what to do when they own it, doesn't it ? They'll image Richard operating exhausting hard with this new equipment getting a lots more done than he ever did before, they'll image the work space where they can install the new desktop computer. In their own minds they'll own the pc before they ever make the decision to go ahead, and that's called Selling ! Real estate agents love the strategy of involvement questions, They use it most often when they show a home. They'll she the wife mentally measuring the size of the lounge and ask. Where in this area would you place the sofa ?? Once she visualizes her largest piece of furniture in the area, she sees herself in that picture too, that suggests that that she sees herself within the way the estate agent what's her to see herself ..as owning the home. On a more intangible level, some individuals are great at persuading their partners in their personal lives with involvement questions. You`ll often hear things like.. Darling where will we place the new television, in the front room or the rear area ? The `Darling` within the query could never of known that he was even slightly interested in a brand new TV or that he had to have an opinion concerning where the best place to put the new television would be. But even so if hes asked at the correct time and place, his answer can possibly be to relinquish the go-ahead that his spouse was seeking.
Develop emotional involvement to become a great salesperson !
By: Alex Burgess
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