Logic versus emotion in business

Not too far off from many of the studies done within the insurance industry on closing ratios. Namely ISO and AMS. As a rule of thumb, most salespeople will only close approximately 1 in 5 accounts overall due to the reasons you state. They relate with only one type of person, sell with one type of style, and send/receive information in one type of venue.

It's a given 20% of the prospects won't even deal with you for one reason or another. They don't like your hairstyle, they don't deal with women, they don't like tall men, short men, skinny, big, blue-eyed, brown-eyed or what have you.

It's the other 80% you need to cater to. By adapting your style to theirs, commonly referred to as 'Mirroring', you can increase your closing ratio dramatically. By understanding the psychology of what you're doing, you'll increase it even further. Possibly tenfold when measured on a monetary basis!

It not uncommon for 'professionals' to have a 'Kill Ratio' of 80% and higher! Think about it... You'll see the same number of people in a day and instead of closing one or two, you close four, five, or even more accounts! Wouldn't it be worth it to learn more about how to sell effectively and increase your paycheck without any additional work on your part???

Now taking what we've learned about selling offline, and applying it to the Internet, the same holds true. Increased sales. Ask yourself this question, "How many more sales could you possibly make by catering to the different styles people make purchases in???"

How much would just ONE more sale add up to at the end of the year??? Or two sales? A considerable sum of miney I would think, right???

If you sell one way, you tend to write ad copy one way. Your way. But, people buy their way! If you learn these techniques your profits will soar.

Prospects receive information and buying signals in 4 distinct ways. Multiply that by the 4 distinctive characteristic traits people exude, and you have an exciting challenge!

Add in the fact these traits and the way they receive information can change from day to day and you now know why salespeople are some of the highest paid professionals around.

Todays Sales Professional, to increase their Kill Ratio and paycheck, MUST allow the buyer to buy on their own terms. You must learn to not only know the "terms" the prospect will purchase with - before the prospect knows what they are - but you'll need to guide the prospect down that path as well. All the while letting the prospect believe they are in control of the whole process.

Kind of like magic. You control the illusion and the audience "sees" what they believe they "see".

Once people learn to shift the paradigm from 'selling' a prospect with the classic hard selling stereotype, to learning how to allow a prospect to buy, the closing ratios will remain in the 20-25 percentile range.

Great comments Garry and a great topic to discuss.

Success and Regards... Mike

http://www.CrashCourseMarketing.com
Increase YOUR Kill Ratio!