Previous Blogs
Is The Juice Worth The Squueze
December 29, 2011
The Game of Key Accounts
November 17, 2011
Forming Good Habits
October 17, 2011
E=MC Sales
August 25, 2011
The Road to Success is Filled With Potholes
July 22, 2011
Adapt, Evolve, Adjust to the Times
June 20, 2011
Setting Clear Expectations
May 6, 2011
Timing is Everything
March 24, 2011
Always Bring Your “A” Game
February 16, 2011
Uncovering The Decision Maker
January 12, 2011
Know When to Hold ‘Em, Know When to Show ‘Em
November 29, 2010
Innovation vs Rejection
October 14, 2010
I like it, but what's in it for me?
September 20, 2010
Seeing, Hearing, Feeling...The 3 Senses of Sales
August 24, 2010
Your actions speak so loud; I can’t hear what you are saying!
July 12, 2010
Sending the Right Message
May 31, 2010
2 Ears, 1 Mouth...
April 24, 2010
Play to Win!
March 21, 2010
Why does Winning Matter?
February 27, 2010
Money Secured Is Better Than Money Promised
Tweet
February 8, 2012
All animals must eat, and in nature, a predator chooses it’s pray by comparing the amount of energy it would cost to hunt or gather food versus the energy the food will provide once consumed. If the energy it takes to hunt outweighs the energy provided by the food, then the predator will likely pass on the opportunity. We should approach our customers with the same type of mentality. They are the predators, and your product/service is the prey. But even when everything is in your favor, some prospects still choose to not to bite. So, what’s the hold back?
Imagine I told you that, “If you make 50 cold calls each week, you will make money”.
Now imagine that I told you, “If you don’t make 50 cold calls each week, you will lose money.”
The above statements take different routes to the same destination. While the first comes across as positive and inspiring, there are no consequences other than losing something you never had originally. In this case, the energy required to complete the calls far outweighs the consequences if they’re not completed. If you don’t complete the task, there’s nothing to lose.
On the other hand, the second statement creates a level of fear that if the task is not completed, then you will lose something that is yours. Surprisingly, the second statement generates a greater call to action in the majority of people.
We live in a society that acts more on a fear of losing something than a chance of gaining something, and as humans, our protective instincts go back through the generations. By presenting solutions to prospects in a similar manner, we can create a situation that will cause prospects to bite. Take the following examples:
Imagine I tell a prospect “My uniform program will promote your company’s image and increase your revenue.” While this sounds great, my prospect will likely be unaffected if they don’t act, so my chances for a sale are slim.
Now, if I tell a prospect, “My uniform program will protect your company’s image, while ensuring you don’t lose any revenue,” then I have instantly made my pitch more personal by creating a fear of loss. While a subtle change, my chances for a sale are now greatly increased.