5 Powerful Words to Close a Sale | Inc.com

5 Powerful Words to Close a Sale | Inc.com:

'via Blog this'
Remember: Words build relationship and our attitudes are often based on words.
1. Focus on benefits not specifications

• Easy to use vs 50cc engine
• Safer vs 9000 RPMs
• Easy to fix vs 18" bars

Always focus on how you deliver the benefit to customers, then if they are interested, dip into the details
2. Focus on values, not prices
Shift your focus on how your customer can get more, not how they can pay less
3. Focus on show, not learn

• Show: You'll with your customer, you'll with them to fix it
• Learn: You give your customer homework, and they don't like it

4. Focus on emotions, not reasons

• We tend to think that we are rational and logical when it comes to buying decision
• But how about buying a LV bag, a Porche car, a Gucci shoes...
• Actually, your buying decision depends more on emotions
• Therefore, never lose sight of how potential customers want to feel: safer, healthier, more attractive, smarter, faster...

5.Focus on YOU, not I

• Make a sales process as a conversation
• Always focus on customer's needs, on how you deliver the values to your customers
• Only care about your customers' needs, care, problems, emotions,