Zig Ziglar chp 28Customers Buys BenefitsWhen you explain feature & Function speak about BenefitsCar with 15000 miles (Safe tyres)Insurance Policy – Guaranteed Renewal PolicyBenefit: You can Cancel the Policy at any age
Reason foryou toBuy!Gym – workout 24/7Facilities available alwaysPersonalise benefits for the prospects.Advantage-Work out as per your Convenience.Personalise the Benefits.Salesmen should clearly understand the benefits & Express it!
Chp 29Dont emphasise on benefits too EarlyLead with the Prospects Need.State the need FirstLink the need with a solutionEg: John (Train Staff & Be Active with Family)Ask questions.Get InformationThen link the benefits with the need for solution.Then you will GrabProspects Attention.
Positive Words!UnderstandProvenEasyProudProfitValueChp 3Power of WordsBe careful with the words & LanguageNegative WordsDealCostPayDifficultObligationProspects they don’t want to hear Negative words (Turn of)
Use words like Invest instead of buy5 Brokers trying to sell house from 3 months (2BHK)Brokers- Expressing the basic information.Standards ads (Garage, Hot water, Near stadium)Facts were expressedKey to Selling: Word Pictures
Women Sold the House!We’ve been in Home we are very happy in it.But 2 Bedrooms are not enough, so we must moveHouse is CozyIt has wide windowsShady yards in summerProtected from streetsClear view of winter sunsetsYou might like to buy.
6 responses next day lead to 1purchaserWord pictures play a big roleMemorise themResults