The Needle in a Haystack and Closing

It's an age-old conundrum – how can you search for a needle buried in a haystack? Virtually impossible, I’d say. That’s the problem with selling and especially closing for the business. Indeed closing has a bad rap – visions of Alec Baldwin from the 1990’s – always be closing – don’t do it justice. The hurdle is finding the right customer for you, who has the money to spend, has needs that totally match your product or service and want to go ahead with you right now. They are out…

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Sometimes Sitting Still is Right

With the Fifa World Cup a huge success, you might be a tad intrigued by the science of taking penalties. These can win or lose the game, and even the great Ronaldo can miss them too, witness Portugal v Iran. Keepers are more inclined to take some action rather than standing still – diving to the left or right and looking energetic when the ball hits the net “He almost got to the ball” or “that was unstoppable” are the remarks from the supporters. Research from Israeli scientists showed that…

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Reveal the Blemish

Seems an odd title but this is the psychology of buying. Whenever I look for reviews for a product or service, if they’re all 5 out of 5 I become suspicious. Have they been loading five star reviews themselves? Its proven that if you present several positive benefits of your product and then follow up with a small blemish, its makes the benefits more believable. You can use this successfully when selling. Here’s how. Make a list of the drawbacks of your product, there will always be some, no product…

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