Psychology of Converting a Prospect to Money

If you want a truly successful business, you need to take a close look at how Psychology can set you apart from the rest of your competition.

Secrets of negotiating

Remember this: no matter how great your product or service, unless you can negotiate innovatively you'll never achieve the success that can be yours.

When you follow-up with a prospects, ask them: "Do you have any situations that we can work out together using our mutual expertise?"

Psychologically, by substituting the word "situations" for problems, you are more likely to get a positive response. Also, by using the term "combined or mutual expertise" you are telling them you respect their valuable knowledge.

Remember this advice - Seek first to understand, then to be understood.

How to make people respond more quickly

Remember: "People respond more to what they are going to lose than to what they are going to gain."

It's very powerful when you explain to prospects they will probably lose market share to their main competitors if they don't adopt your ideas. Ask yourself: What will my customers stand to lose if they do not buy my service or product?

Psychology can also play a powerful part in overcoming objections to requests for a follow-up call. There are two strategies that will result in incredible opportunities coming your way. Try them today.

Tell your prospects you really want to understand their needs precisely and you feel you can't achieve this unless you talk to them in on the phone. People want to feel understood more than anything else and the businesses that understand this take all.

You can also add that it will only take, say, 12 minutes, (let them time you!) to show them how they can benefit from what you're offering. You can also offer to give them a free gift (low cost with a perceived high value eg reports, e-books etc) if they think you've wasted their time.

Packaging Your Website

You can increase your sales by using appealing photographs of typical users (yourself) on your website.

Why is this? Well, it humanizes your product or service and prospects perceive you to be more professional and trustworthy.

This can be very powerful for a home-based business to add to the level of trust for your potential prospects.

Beware of this common mistake

This is a common mistake made by many in home-based business marketing. Marketing your home-based business, you must sell benefits, not features. If you sell your product or service using features, you must stop this mistake immediately.

While marketing your home-based business, you can sell its features: "Free website and dozens of marketing tools to promote your site". How many advertisements do you see like this?

However if you sell benefits, you sell prospects a lifestyle and that's psychologically powerful.

For example, you can sell benefits by offering "Financial freedom" (your product) with a special offer of test-driving the product for 30 days (innovative pricing to encourage a larger sale). You can then detail how your product leads to financial freedom, for example, free website with your personal attention to helping your prospect begin marketing their new business.

This can be done in many different ways no matter what your home-based business is. The secret is to turn your service or product into a package (a way of life) and combine it with innovative pricing.

Psychology in marketing

Using psychology in your marketing will add immense power to your efforts, you'll reap the rewards quickly.

Psychology is not a trick it is recognizing and celebrating our strengths and weaknesses as humans.

My next article

My next article will be titles, "We eat our young". It will be a discussion on the psychological aspects of helping, or in some cases not helping persons new to owning their own business.

About The Author

Joe Saddoris, Owner of http://extra-income-internet-network-marketing.com

Editor of the EIINM newsletter

To subscribe to EIINM newsletter click below

extranewsletter@aweber.com

Copyright 2004

jsad1@cox.net

In The News:

pen paper and inkwell


cat break through


Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Increase Your Selling Confidence

1. Be on time. In fact, arrive a few minutes... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

7 Phrases You Cant Say in Sales

7 Phrases You Can't Say in Sales (Because They Will... Read More

In Sales You Get What You Expect

If your mind is set, you will be unable to... Read More

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

Sell Yourself, As Well As Your Product

When selling a product to a consumer, one of the... Read More

You Dont Love Your Kids if You Dont . . .

"You don't love your kids if you don't buy my... Read More

How to Sell a Feeling

To be totally in tune with the needs of your... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

The 7 Deaths of a Salesman

In sales, you can work one of two ways. You... Read More

7 Steps to Selling Artwork

Selling arwork is easy when you follow a road map.... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

Three Fast, Short, Simple Ways to Escalate Your Sales

1. Sell an inexpensive product to sell an expensive product.... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

How To Attract Buyers Using The Right Sales Terminology

It is always important that you use the right terms... Read More

Top 5 Low Cost Ways To Get More Sales Leads And Sell More Without Cold Calling

Cold calling may now be outdated. People have become defensive... Read More

How To Write Sales Letters That Deliver

Tired of sending out sales letters that generate anemic response?... Read More

The Key to Driving Sales is Understanding What Not How

What does it take to make a sale lately?In Sales,... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More