By Sean D'Souza, John Forde
How the mind is going via Decision-Making: Do you regularly ask yourself what your shopper is pondering? Don't depart the idea technique to probability and allow that patron stroll away. Your buyers don't are looking to stroll away. they wish to shop for from you. So how does the mind make judgements? And what factors it to get pressured? The mind Audit exhibits you the way the client takes judgements. And what you must installed position, in order that the client feels chuffed to shop for product or service from you. The mind Audit isn't approximately persuasion or any brain methods. in its place it indicates you the knowledge that your clients want which will decide. It indicates you the way to give that info, and thereby let the buyer to intelligently struggle through a purchase order series. The mind Audit is designed to do the next: brain_audit_benefits 1) enable you spot each of the 'seven bags' which are required to come to a decision 2) current these baggage to the client within the correct series. three) help you get the buyer to shop for with no need to take advantage of strain strategies.
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Extra info for The Brain Audit: Why Customers Buy (and Why They Don't)
This understanding of the customer’s biggest concern straightaway knocks off the biggest objection. The sales woman can now offer terms or some other system that will make the price look less scary. The reason why many sales people shy away from objections, is because they haven’t thought of the answers in advance. Over time you’ll find the same objections popping up again and again. Think about the logical answer to the objections. Ask others whom you trust how they would counter such objections.
Always paint yourself into a corner, because it gives you very sharp focus. Here is a little story from history that shows you how a target and a concentration of forces can make all the difference. , Alexander the Great was outnumbered about 20:1 in one of the battles against Darius. Though faced with over a million men, Alexander decided to use the law of focusing on his target audience. There was no way the Greek Army could take on the might of Darius’ forces, so Alexander’s instructions were clear: Kill Darius!
The reason why many sales people shy away from objections, is because they haven’t thought of the answers in advance. Over time you’ll find the same objections popping up again and again. Think about the logical answer to the objections. Ask others whom you trust how they would counter such objections. Do your homework and you’ll find it very easy to deal with objections. In fact, as this chapter suggests, you’ll not only deal with them, but bring them up before the customer even starts to think about it.