TheBusinessCommandos.com

Take away selling is when people can identify how buying from you can benefit them, but it’s not easy for them to reach you. It’s like they can see it, but they can’t have it, which makes them want it more.

One of my clients who uses this strategy well is a farrier and in the farrier business it is unheard of to have to make an appointment every 6 weeks with the farrier. Well that’s exactly what my clients have done, they’ve essentially said if you want to do business with us this is how it has to be, which has helped position them at the top of their field.

Think about it, which farrier would you think is best, the one that you can call up today and get an appointment or the one that you have to book in regularly 6 weeks in advance.

Nobody wants to see the wise man at the bottom of the mountain, so position yourself at the top of the mountain.

What you’re essentially projecting is that they need to qualify in order for you to work with them.

Before the sale your prospect can see it, but can’t quite get their hands on it.

After the sale is when they get to see all and get full access to you.

Take way selling is extremely powerful from a psychological perspective. Everybody wants what they can’t have and also like to be a part of an exclusive club.

Yours in success,

Aaron Parsons.

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The harsh reality is that we live in a nation of cynics and justifiably so when you look at the facts. People have been lied to and cheated too many times.

Bill Clinton the former president of The United States, blatantly lied to the people who voted him into office and entrusted him to lead them.

In Australia a lot of people link the word entrepreneur to Alan Bond, etc.

The list of reasons why people are so skeptical today is long, which brings us to the all important point of PROOF!

You must back up everything you say with proof that what you say is true. People will be thinking why should they believe you and it is up to you to back up every statement you make with an abundance of PROOF!

You can do this with any of the following; (more…)

Your offer with all of your marketing needs to be so good that it sells itself. When writing an ad, your headline is the most important part to grab their attention so they read the ad and get to the offer and your offer is the next most crucial piece.

Your offer should have so much value stacked into it that it’s simply irresistible. As well as being loaded up with value, if you can remove the risk for people in buying your product obviously has a major impact on getting the sale too.

Bundling products together helps pile the value high and makes your package much more appealing when people can see all of the value they are getting.

Give your package an appealing name too like; “The Million Dollar Makeover” coaching package, guaranteed to double your sales in the next 12 months!

Here’s some more strategies to sweeten your offer;

The Puppy Dog Close: This is the free trial option. Where they get to take the product (puppy dog) home for a week and fall in love with it, and you allow them to return it if they are not totally happy for a complete refund within a certain time frame.

The Promissory Note Offer: Pay half now, and half later after specific results have been achieved.

Post Dated Cheque: The try before you buy option. Take it and try it and we won’t process your credit card for 30 days.

Give them options…

Offer a standard and deluxe version. With this option the only reason you have the standard option is to sell the deluxe. All of the value should be in the deluxe and just the bare bones offered in the standard package.
This also helps at closing when they have to make a decision, it’s no longer a yes or a no, it’s a which one do you want the standard or the deluxe.

And remember to pile the value high. It comes back to, if you want more money, ADD MORE VALUE!!!

Yours in success,
Aaron Parsons.

Remember that people will buy for their reasons, not yours.

People very seldom want what is best for them or most practical for them or most affordable for them.

It is your job as an entrepreneur to uncover what people really do want and include that in your offer.

An example of what we are talking about here is if my daughter is sick and needs some medicine to get well again. I have medicine in my left hand (need) and a chocolate bar in my right hand (want), which do you think she is going to go for? – The chocolate bar every time!!

If you find yourself selling a need in the market place, find out what your target market wants and package it up with your product. And of course place more emphasis on the product they want during the sales process.

I have a friend who filled a seminar room by offering 2 free tickets to Hawaii to everyone who purchased a ticket to attend the seminar. What did the seminar have to do with going to Hawaii, absolutely nothing! However most of the people who attended that event did so because of the Hawaii tickets, not because of what was offered at the seminar.

Sell people what they want!!