Do you remember the first time you watched the Wizard of Oz? Do you remember the first time you watched your all time favorite cartoon movie? How many kids saw the movie after you bragged about it? Better yet, did you have a friend that agreed with you on how awesome the movie was? How many kids watched it after that? Do you realize yet that the reason your friends went home to watch your favorite movie was because they identified with your experience and especially those who felt the same thing you did.
If you are lacking in sales, some of the things you could be missing are your enthusiasm and sharing experiences. Your prospects do not know what you know and they have not felt what you and your customers have felt, therefore, you need to lure them to feel it. Instead of selling your product or service for what it is and what it does, share the experience others have had with it. Your enthusiasm towards sharing what people feel and having others agree with you is a powerful sales tool. Experiences are much of where the heart is. If you identify with the emotion and hook it with your service, you might just earn a sale. This is referred to in Neuro Linguistic Programming (NLP) as "anchoring".
Sharing experiences will allow you to get people's attention and will create an engaging presentation. Doesn't it feel great when somebody raises their hand and says: "I had that happened to me too!" or "Oh my God, that's what I want!". The more you get those responses from people, the more they have identified with the experiences that you are sharing with them.
For example, if you sell a weight-loss program, see if you get responses to this: "Becci, you would love feeling like my friend Laura who lost 30 pounds in three weeks. She now has more energy to play with her kids and is fitting in her high school jeans again." For brownie points, bring Laura to that conversation, have her tell her story and watch the questions come from Becci. In this example I made it all about benefiting Becci through sharing Laura's experience. In most cases, people don't like to hear the story of the salesperson, they want evidence from another party. How many successful stories and experiences do you have in your company? How many of your clients or customers are willing to share them along with you?
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Millo will be giving a seminar on how to use social media effectively to increase sales. The seminar includes specific steps to building a successful social media presence.
Wednesday, August 17th
7:30am
White Wolf Café
1829 North Orange Ave.
Orlando, Fl. 32804 |
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