Methods are many, principles are few, methods always change, principles never do.
(These are my thoughts and notes after hearing a lecture of Roy.)
1. No one ever changes their mind! People simply make new decisions after receiving new information.
2. Selling is simply a transfer of confidence. You cannot transfer, what you do not have.
3. How deep is your confidence in what you offer? The only reason anyone ever says no to an
offer, is “Lack of Confidence”. They are not confident...
• that today is the right day
• that yours is the right solution
• that you are asking the right price
• that you are the person to trust
• and it's going to work.
4. When they have confidence that today is the right day, you are offering the right solution, you
are the person to trust, and the know it's going to work, THEY SAY YES. Every time.
5. Keep this in mind as we move froward talking about advertising, marketing and persuasion.
6. True selling is not about closing techniques or new ways of over coming the objection.
7. There can be legitimate reasons to not purchase today, or purchase from you, or to accept the
solution you are offering. ARE YOU PREPARED TO ACCEPT THAT?
8. If you sell when you shouldn't have, you may win the debate and even win the sale, but you
could or will lose the customer and the customers that customer can bring you. Even more
important, you could lose something even more important. SELF-CONFIDENCE.
9. WHEN YOU HAVE CONFIDENCE THAT TODAY IS THE RIGHT DAY, THIS IS THE
RIGHT PRICE, AND NOW IS THE TIME TO BUY... AND YOU ARE ABLE TO TRANSFER YOUR CONFIDENCE TO THE OTHER PERSON, YOU WILL SEE THEIR MONEY HAPPILY DELIVERED into your pocket.
10. Transferring confidence is about knowing your are telling the truth! If you really believe what you are doing is best for your customer, there is a sixth sense in humans and they feel and know the truth, there is a certain ring of the truth. Nothing is quite as believable as the truth. NEVER COMPROMISE THAT FOR A BOWL OF Porridge (A Short-Term Sale).
11. It's about being willing to give up short-term approval for long-term respect.
The best marketing and advertising solutions are about transferring confidence from you to them over time.
Taking people through the FIVE LEVELS OF COMMUNICATION takes time, focus and discipline.
1. Un-Awareness
2. Awareness
3. Comprehension
4. Conviction
5. Action
Do you have THE TIME, THE FOCUS AND THE DISCIPLINE?
Randy Allsbury
Belief Marketing
Allsbury.com
