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Sales
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| How To Master The Art Of Selling Anything [Ten Fears of Buyers] - Tom Hopkins | |
| 1: Buyers are afraid of you. Afraid to be sold. Key is to behave like expert advisor and not as salesperson. Build trust with them. | |
| 2: Buyers are afraid of making mistakes. Present a backup/recovery plan. | |
| 3: Buyers are afraid of being lied to. Be extremely honest. | |
| 4: Buyers are afraid of incurring debts. Polish value in your presentation. | |
| 5: Buyers have fear of losing. Make everyone feel important/uplift them. Show empathy for them by putting them into their shoes. | |
| 6: Buyers are afraid of unknown. Educate your clients. | |
| 7: Buyers have fear of bad past experience. They look at you like their bad past experience. Make them feel secure.. | |
| 8: Buyers have fear based on prejudice (based on 9). | |
| 9: Buyers have fear based on third party e.g. parents. | |
| 10: Avoid the following 8 words | |
| cost/price -> investment/amount | |
| down payment -> initial investment/amount | |
| monthly payment -> monthly investment/amount | |
| contract -> paperwork/agreement/form | |
| buy -> own | |
| sell/sold -> get them involved / get them acquired | |
| deal -> opportunity/transaction | |
| sign -> OK it/Approve it/Authorize it/Endorse it. |
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