Lesson 9: recognise buying triggers
When you use the previous eight lessons you are taking control of the situation and the conversation. You are using subtle sales and negotiation techniques that communicate with the customer on a deep subconscious level.
All the time while you are doing this you are getting them to trust you, establishing an emotional connection with both you and the product, service or idea you are trying to promote to them.
Mind:
When you have established this emotional connection, you have established a new cognitive emotional buying trigger. Timing here is crucial if the person walks out the door a previous deeper emotional buying connection, that has taken years to establish, may come back. When they next see the products, brands or people whose argument they side with. That they already have this emotional deeper connection with. These emotional connections may be triggered and override all your good work.
Therefore, it is so important that once you have made this connection you need to recognise it as an emotional trigger. The trigger that initiates the trance.
Yes, you have made a connection there is a strong chance that if they leave they will come back. But remember this is not hypnotism; hypnotism doesn’t work in real life as it does in the movies. You cannot control people’s minds but you can use powers of persuasion whilst you are in conversation with you. So, when you establish this connection you need to act on it.
By the point, you have them to lesson 7 they will be entering the zone or a buying trance, if not by that point they would have walked away. Again, this is not a literal trance but it is a time when the mind is distracted with the thought of them on their new computer, in their new car or home or whatever it might be. We have all been there daydreaming about a purchase and how we could use it, how we will look wearing it etc. far too often the dream is better than the reality but we are making an emotional connection with that product.
As people enter this zone they are ready for you to build up to the buying trigger. When they are in the zone then reaffirm the product or service, restate the values and the unique selling point of your arguments. Restate their own problems but rephrase it into a solution “a lot of systems cost a lot to run but our system takes care of that with its unique money saving device” and so on. You have made all the connections on a subconscious level. Remind them that they can trust you by saying that they have made the right decision coming to you again using technique of putting your hand on your chest over your heart, giving the subconscious message that they can trust you.
Body:
They are in the zone so they are not really listening to you but you should be able to tell because there will be a glint in their eye or a small smile on their face although the discerning buyer will try to hide it.
When you recognise they are in the zone it is time to pull the trigger.
Lesson 9: recognise buying trigger/trances reaffirm selling points; watch their body language and get ready to pull the trigger.
