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TRIGGERS by Sugarman (1) Consistency, the ice cream ordering sequence, 2)…
TRIGGERS by Sugarman
1) Consistency, the ice cream ordering sequence
2) Product nature - firstly become an expert of the product you are selling and secondly use your broad knowledge
3) Prospect nature - understanding their needs and the nature nature of the prospect would give you enough information to craft a very effective sales presentation that, ideally, would match the nature of my product with the nature of my prospect.
4) Objection raising- If there is something negative in what you are selling that the prospect might notice bring up that negative features first, the next step is to resolve it.
5) Objection resolution - Resolving an objection does more than build confidance, inspire respect and reflect your integrity.
6) Involment and Ownership - In short, you are making them feel that they have already bought the product by carrying them through the mental imagery of actual imagery of actual product ownership.
7) Integrity -align your thoughts, your words and deeds
8) Storytelling - a god story should capture a prospect's attantion, it iss nce to start with a story.
9) Authority - people naturally respect a knowledgable authority. It can also be expressed by title- Ph.D medical Doctor. It can be exxpressed by age or experience, by knowledge, by dress etc...
10) Proof of value - when you justify the price of the product, you add value to your offer and give the prospect one more logical reason to buy.
11) Emotion - people buy on an emotional level, using logic to justify the purchase and use of the correct emotional words will enhance that selling process.
12) Justify with logic - view logic as the answer to the unspoken objection, "why should I buy this thing".
13) Greed - the lower price does generate a sense of greed in that it makes the lower price appear to have much more value. You should provide more value than your prospect expects.
14) Credibility- technical explanations can add a great deal of credibility, but you shoulb be an expert and your statments must be accurate.
15) Satisfaction conviction - close your sales presentation with a passionate resolution of any possible objection by offering a satisfaction conviction that goes beyond what the prospect normally pecpect.
16) Linking - presening your product by linking it to something the consumer can relate to and understand is very powerful in that selling process.
17) Desire to belong - use it to your advantage by realizing what groups your prospect belongs to and then matching the needs and desires of your prospect with those of your pproduct.
18) Desire to collect - consider the fact that the customer might also like to collect similar products.
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20) Exclusivity - use youre imagination and come up with ways you can make your product more exclusive, unique, or rare. You can linmit quantities, sign and number your products, or underproduce them then share that info with your prospects.
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22) Guilt - create a sense of obligation that will in turn create the further feeling of gulit and prompt some from of reciprocity.
23) Specificity - be specific in your statements and your facts to build credibility and believability.
24) Familarity - keep your name in front of your prospect. Realize the importance of a familiar brand nme, a logo, that appears many times and becomes well-know, a slogan that people instinctively know is yours...
25) Patterning - make sure that everything you do and say is in perfect agreement with the prospect. We want our prospects to keep nodding their heads, saying "yes" , all the way and through to the final question, "may i have your order?".
26) Hope - whatever you are selling, with the proper credibility, you will automatically engage the power of hope - a powerful force that can motivate, inspire and even trigger a sale.
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29) Mental engagement - the more the mnd must work to reach a conclusion that it eventually successfully reaches, the more positive, enjoyable, or stimulating the experience.
30) Honesty - if you use honesty in your answers and in your sales presentations, and if there is total integrity in what you think and say and do there is no way anybody is going to stop you from being a success.