In this week’s video tip we visit again with Dan Kennedy, who talks about your communication, online or offline, being a greased chute for your prospect to go through.
This means having an organized, structured sales process — that makes a big promise, overcomes objections, and makes a compelling offer at the end.
Why is this so effective?
Because people don’t work well with too many choices.
Dan gives the example that that’s why there are only 2 fire exits in a movie theater!
Dan also cites the example of Thomas Watson at IBM only having white shirts and black ties so that there was no waste of time figuring out what he wanted to wear.
That’s structure. That’s a system.
If you don’t have a system for selling, you are at the mercy of everyone else’s system for buying, and their system for buying sucks!
You can’t let your prospects run the show.
They don’t know what’s going on.
Remember, they’re LOOKING for guidance and knowledge that only YOU can offer.
So take control of the process and make your sales message a greased chute.
Enjoy the clip.
-James D. Lee
Popularity: 23% [?]
Post a Comment