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A sales trainer teaches persuasive techniques for door-to-door selling: use scripted questions to uncover customer fears, build emotional value, and pump up their egos until price becomes secondary to the perceived need.
A sales trainer teaches persuasive techniques for door-to-door selling: use scripted questions to uncover customer fears, build emotional value, and pump up their egos until price becomes secondary to the perceived need.
read them to the customer, it will sell the package for them. Now these are the questions that I'm asking to build the value. So from the video, so basically these are the questions that I'm asking to build value. So if you guys, if you guys were to print this whole slideshow and walk around and go door-to-door with it and read this pitch, and then when you got inside, basically just start reading these things, you guys will sell. These questions will do your job for you. If you read them to the customer, it will sell the package for them. These are really good questions to use. So, you must say that for a reason. Now, Makayla or any other customer would basically give you all of the reasons that they want it, and those reasons are how you sell them. So, you must say those for a reason, and then they say something like, yeah, when I was a little kid, my home got burglarized. My mom was home and they punched her in the face, and I really don't want that to ever happen to my wife. It sounds horrible, and it just— I will pay any amount of money to prevent that from happening ever again in my life. And you're like, holy crap, these people are gonna buy this thing. And so you now, while you're selling, you're going to talk about how every product will prevent that thing that he said he's scared of, because you're going to solve that problem for him. So people buy this stuff, they buy emotionally. And they rationalize logically. Um, so I don't want to sound cheesy, but obviously you wouldn't let anything bad happen to your family. Uh, the only reason you probably let me in is because you love your family and you worry about them when you're gone. And so you can imagine what that just did, uh, when I said that to a husband, or, uh, I say that to a husband in front of a wife and the wife's like, oh my God, he loves me, that's awesome. And then the husband's like, dude, I'm tough, man. Like, so you basically, what you did is you pumped up the husband's ego. You made him feel respected. And then you also made the wife feel loved. And in that, you are now basically the best wingman in the world. And so as a wingman, you won't get kicked out of the house and you can stay there for as long as you want, because you made everybody feel great. And that's in essence, that is what sales is, is getting some, or you're revealing someone's problem. And then he tells me why he picks that, and then I get him to admit that this system would prevent what he's afraid of, which is basically showing him that he kind of needs it. Now, it's a little— it's very small, but as you go deeper and deeper and you keep asking all these questions, it will get to the point where eventually the amount of money they're paying for this doesn't really matter anymore, and all of the problems you're solving, it's necessary and they just need it. And that's why we buy things, is when we feel like we need it.
