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We need to be unique and position in such a way that we are not p erceived as a commodity. We need to talk to the emotions. Harley Davidson
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Create a structured sales process- 2 things- usually we don't ask for the sale, we don't upsell and we feel guilty, make assumptions. Don't judge your audience. Talk to the heart. People buy with the heart and justify with the mind. by structured we mean a sequence where you generate the lead, warm the lead, ask for the sale and do follow-up. It works best when you generate a lead online, warm the lead with auto-responders and finalize the sale offline. Specially if the item is expensive.
Questions to ask- write this down: 1. Why are they not buying? Your message is not clear or they don't believe you. or you are just targeting the wrong audience. 2. Do I connect with them?- are you talking just about yourself? 3. Is my price right? commodity, short life if you compete on price. Make them ask for the price. Can I see the big picture?- Practice x business, too much time on 1 project, not seeing how to grow.
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