You'll want to listen closely to this one.
Would you like me to show you a way to boost your sales by 5, 10 or even 20% without breaking a sweat?
Of course you would!
It's easy peasy.
It's actually so simple and so logical you'll wonder why the heck you haven't been doing it for years.
It all starts with understanding...
Human Psychology
Let me ask you this question:
If I ask you to pull out a credit credit and hand it to me, what will your response be?
"Why?"
And if I tell you that I'm going to use it to order a lawn mower, you might again reply with...
"Why?" Or...
"What Is This All About?"
And then you'll continue asking questions until you're satisfied with the answer... or... you'll just walk away.
It's not just you -- we would all behave this way.
And so when you are marketing your services or products, this bit of psychology insight can be a secret sales weapon (more about that in a moment).
Decades Ago...
I did some telemarketing work for a company that sold vacation packages to people who wanted to buy discounted travel. It was a boiler room setup with about 50 of us working there.
When the prospect called, it was our job to upsell them on one of the beautiful Caribbean vacations we offered that were substantially more expensive.
Most of the sales reps ranged from making about $200 to $1,200 a week. Not bad considering we're talking more than 25+ years ago.
But there was this one guy -- Johnny (that was really his name) -- who consistently raked in $2,000 a week, sometimes more. The guy was a beast.
The company gave him his own little corner and just let him work his magic.
I'd watch him stand up, pace the room, laugh out loud, wave his arms and generally make a spectacle during his pitch.
One day, I noticed something unusual -- something I hadn't picked up on before.
After Johnny finished the main pitch, and after he asked for the credit card, he went off script.
He started telling the customer EXACTLY what will happen after they order... after they hang up the phone... after their order is processed... after we FedEx'd their tickets to them... and on and on...
In other words,
He Gave Them Full Details on
What Will Happen AFTER They Say Yes,
After They Agree to Hand Over the Money
This was not in the original script!
I had never done that during any of my pitches... and I'm pretty sure no one else did, either. Most of us just thought that's Johnny being Johnny -- silly, gregarious, funny Johnny.
Little did we know that the key to Johnny's success was that he gave the customer a play-by-play of what would happen AFTER they ordered (to be honest, it took me years to figure this out and make the connection).
But I'm sure that was the main reason why Johnny always crushed it.
And So Now...
Whenever I give a webinar with a pitch at the end... or write a sales letter... or do any type of phone or person-to-person sales, I always spend time telling the customer what happens after they order:
Who will they speak to?
What will they ask them?
How will the order be shipped?
How long will they wait to receive the order?
What should they do if they're not satisfied?
... and so forth and so on...
The reason many people complain that their sales are down OR that they have trouble closing often can be traced to a lack of explanation of what happens after the order.
You can apply this tactic no matter what business or profession you're in -- doctors, realtors, lawyers, insurance agents, computer sales, financial pros, etc.:
YOUR SALES AND REFERRALS WILL INCREASE IF YOU TAKE THE TIME TO LET PEOPLE KNOW, IN DETAIL, WHAT WILL HAPPEN NEXT.
Once you can eliminate the uncertainly in your prospect's mind and satisfy the "why?" your chances of getting the sale jump.
As we say in sales,
A Confused Mind Always Says No
So make it a point to go beyond just getting them to say yes. if you take the time and explain the post-sale process, you'll be a superstar, just like Johnny.
Make sense?
P.S. This is a little different than what you would do to avoid buyer's remorse. Buyer's remorse reinforces the sale so the customer feels good about the purchase. What I explained above is used to eliminate unanswered questions and complete the sales process.
