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11.01.2011
When we walk down the high street and see sale offers in the shop windows, how often do we see messages like “Sale must end Saturday”, or “Final reductions”? These messages play on a very important emotional buying trigger – the fear of loss. They create a subliminal message – “buy now or lose the bargain forever” – and people do buy now.
We can use this powerful emotion in our own sales presentations by making statements like “Well, we can just make your delivery date if you can confirm the order now”.
Many sales people will boast about the large amounts of inventory they carry. But let’s just think a minute; if I’m a potential customer and I know you’re carrying lots of inventory, I’ve plenty of time to shop around and buy cheaper, haven’t I? On the other hand, if I think I’ll miss the delivery date if I don’t act quickly, what will I do?
The fear of missing the delivery date is one of the most powerful motivators in sales. Use it well.
This tip was provided by:
Utility Warehouse Discount Club
I am an Authorised Distributor for the Utility Warehouse. I can show you how to make great savings on your household and business utilities. I can also introduce you to an opportunity to make a second...
