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

---

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately.... Read More

How to Spellbind Your Prospects in 10 Seconds!

You've got yourself 10 seconds to HOOK your prospects or... Read More

How To Give Your Sales Job A Strategic Tune-up

In happens every year in June.Six months down and six... Read More

Getting People to Buy Without Selling

In my youth I landed a job selling encyclopedias door... Read More

10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight... Read More

Prospecting: Not A Wild Goose Chase... Its A HUNT

Prospecting for future customers can be fun if you approach... Read More

7 Ways to Get to the Truth: When the Sale Disappears

Based on his most recent e-mail, "Everything looks good --... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service.... Read More

The Clock is Ticking on Your Leads

Every day is critical when you are in the business... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call... Read More

Boost Your Selling Power With Your Call-To-Action Phrases

Look at your marketing material. Now, is there something missing?... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I... Read More

Objections Are Buying Signals? Usually!

How well do you handle objections?The fact is, most people... Read More

Separating Yourself from the Crowd (Part One of Two)

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

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Quiz: What Kind of Sales Shoe Are You?

Have you ever wondered what type of saleswoman you are?... Read More

Sales Letters - How to Write Them

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

The Ultimate Think Differently Sales Tip

Sales drive revenues, and revenues drive companies. Companies, then, are... Read More

Focus On The Customer: The Only Secret To Closing

People are always looking for ways to close the sale.... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

Dramatically Increase Sales With The KISS Test

We've all heard the term KISS at one time or... Read More

Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are... Read More

The Biggest Mistake in Sales Prospecting

Recently I received a prospecting voice mail message from a... Read More

In Sales - Heres News You Can Use

Here's an idea on how to make reading the daily... 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

Its All in the Questions

Contrary to many of the books on how to be... Read More

Sales Success ? The 5 Steps

It's a common question we come across everyday: why is... Read More