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Sell More! Weekly    --  This Week: "Afraid To Buy?"

--------------------

Volume 1, Issue 3, March 9, 2000

Editor: Melissa McNatt, Melissa@JumpStartSales.com

Publisher: JumpStart Sales, www.JumpStartSales.com

--------------------

Sell More! provides small business owners, entrepreneurs and sales pros =
with simple and effective tips each week that will improve your personal =
ability to sell.=20

--------------------

Send this issue to a friend!  Do you know someone who has to sell?  =
Forward Sell More! to them.  We will appreciate it, and so will they!

--------------------

Subscription and contact information is located at the end of the =
message.

--------------------

Shameless Advertising

Join JumpStart Sales for our upcoming Sell More! TeleSeries beginning =
Monday, March 20th.  Every Monday morning for six weeks you will spend =
one hour learning, practicing and improving your personal ability to =
sell.  Dramatically improve your overall business skills by learning the =
basics of sales!  Also take advantage of our March Special, offering 20% =
off on seminars booked this month.

-------------
For those of you who work with websites, you may find this ad helpful. =20

Advice Daily, the Smart-Zine that answers the questions YOU send in
about HTML, Site design, marketing, advertising, promotion & the
Internet in general. Every request receives a prompt answer.=20
Subscribe today by sending a blank email to the following
subscription address:  mailto:advice-on@mail-list.com or visit our
web site at http://www.promotiontools.net

--------------------


This Week: "Afraid to Buy?"

Hello everyone,

I hope business is going well.  The 'zine is running on Thursday rather =
than Monday this week due to some technical challenges on my end.  I =
know you've missed me!!  We will, however, be back on our normal Monday =
publication schedule next week.  I'm covering the elimination of fear =
during the selling process as our topic today.  This is challenging to =
write about since the concept applies to every sale, but many of the =
fears will be specific to your product or service.  If you would like =
help brainstorming what may be in the minds of your clients, feel free =
to drop a personal email to me at Melissa@jumpstartsales.com.  Two heads =
are always better than one. :-)

Have a terrific week!

Melissa

--------------------

Afraid To Buy?

Last week we discussed overcoming the objection "I need to think about =
it."  (Visit =
http://www.jumpstartsales.com/Small%20Biz/Sm_Biz_Library.html for back =
issues of Sell More!)   The nice thing about "I'll think about it" is =
that at least your prospect is telling you something.  Unfortunately =
it's often what they aren't tell you that matters!

Uncovering someone's fears related to buying is one of the most =
important, and most often skipped, aspects of selling.

Your potential client has fear.  Count on it.  Perhaps it is a fear of =
being embarrassed by making a bad decision (the most common situation), =
a fear related to money (less common than you probably think!) or =
something completely different. Your sale will only happen when the =
benefits of your product/service outweigh the prospect's perception of =
risk.

Many fears are product specific and you need to give serious thought to =
what they are for your product.  Consider asking clients who have =
already bought from you what their concerns were -- but remember that =
client fears will often be subconscious.  Also feel free to email me if =
you feel stuck.  We can brainstorm together.

I'll begin by giving you examples of products I've personally sold.

For several years I worked with executives on teaching via conference =
call.  Many were concerned that they might not come across well over the =
phone and would undermine their authority with their subordinates.  Rest =
assured that no one ever TOLD me this -- but once I answered that fear, =
they bought.

Dating myself a bit, I also used to sell long distance in the days when =
AT&T was still the accepted norm for phone service in the US.  People's =
fear of not being able to rely on their phone every day was more =
powerful than their desire to save money.  I had to make them =
comfortable that the line would always work before they would buy.

Discovering your client's fear involves asking questions, putting =
yourself in their shoes and looking for patterns.

Ask your clients open ended questions about how they view your =
product/service, how they might use it, or what their concerns are.  For =
example:

"Tell me a little bit about how you see yourself using this..."
"Walk me through what your concerns are..."
"What is the best affect this will have on <whatever>..."
"What do you believe the potential downsides might be?  Tell me a little =
bit more about that..."

Put yourself in their shoes by trying to separate yourself from your own =
knowledge of your product/service.  If you were in their position and =
considering using your product for the first time -- what might you =
think?  What might concern you?

Look for patterns among your clients and prospects.  Are their =
objections often the same?  similar?  Do you see commonalities in body =
language, types of objections, or ways they implement the =
product/service?  Do you see customers doing things after the sale that =
surprise you?  Ask them why.  Keep your eyes open for any clues that =
will let you know what worries your buyers.

There is no one simple way to uncover your clients fears.  The good news =
is, however, that they will usually be very similar.  Once you observe =
and target one or two fears -- they will apply to the vast majority of =
your prospects.

Be observant.  Ask a lot of questions.  Talk to existing customers.  Ask =
yourself.

Observe and eliminate your clients fear -- and close the deal!


=20

--------------------

To Subscribe to Sell More, send a blank email to =
subscribe@jumpstartsales.com

To Unsubscribe, send a blank email to unsubscribe@jumpstartsales.com

-------------------

Contact Info:

JumpStart Sales
160 Amador Ave
San Bruno, CA 94066
650-794-9667
603-215-0450 (fax)
www.JumpStartSales.com
info@JumpStartSales.com


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<DIV>
<DIV><FONT face=3DArial size=3D2><B><U><FONT face=3DArial size=3D2>
<P>Sell More!</U> Weekly&nbsp;&nbsp;&nbsp; --&nbsp; This Week: "Afraid =
To=20
Buy?"</P></B>
<P>--------------------</P>
<P>Volume 1, Issue 3, March 9, 2000</P>
<P>Editor: Melissa McNatt, </FONT><A=20
href=3D"mailto:Melissa@JumpStartSales.com"><FONT=20
size=3D2>Melissa@JumpStartSales.com</FONT></A></P><FONT face=3DArial =
size=3D2>
<P>Publisher: JumpStart Sales, </FONT><A=20
href=3D"http://www.JumpStartSales.com"><FONT=20
size=3D2>www.JumpStartSales.com</FONT></A></P><FONT face=3DArial =
size=3D2>
<P>--------------------</P>
<P>Sell More! provides small business owners, entrepreneurs and sales =
pros with=20
simple and effective tips each week that will improve&nbsp;your personal =
ability=20
to sell. </P>
<P>--------------------</P>
<P><STRONG>Send this issue to a friend!&nbsp; </STRONG>Do you know =
someone who=20
has to sell?&nbsp; Forward Sell More! to them.&nbsp; We will appreciate =
it, and=20
so will they!</P>
<P><FONT face=3DArial>--------------------</FONT></P>
<P>Subscription and contact information is located at the end of the=20
message.</P>
<P>--------------------</P>
<P><STRONG>Shameless Advertising</STRONG></P>
<P>Join JumpStart Sales for our upcoming <A=20
href=3D"http://www.jumpstartsales.com/Small Biz/Tele_Seminar.html">Sell =
More!=20
TeleSeries </A>beginning Monday, March 20th.&nbsp; Every Monday morning =
for six=20
weeks you will spend one hour learning, practicing and improving your =
personal=20
ability to sell.&nbsp; Dramatically improve your overall business skills =
by=20
learning the basics of sales!&nbsp; Also take advantage of our March =
Special,=20
offering 20% off on seminars booked this =
month.<BR><BR>-------------<BR>For=20
those of you who work with websites, you may find this ad helpful.&nbsp; =
</P>
<P>Advice Daily, the Smart-Zine that answers the questions YOU send =
in<BR>about=20
HTML, Site design, marketing, advertising, promotion &amp; =
the<BR>Internet in=20
general. Every request receives a prompt answer. <BR>Subscribe today by =
sending=20
a blank email to the following<BR>subscription address:&nbsp; <A=20
href=3D"mailto:advice-on@mail-list.com">mailto:advice-on@mail-list.com</A=
> or=20
visit our<BR>web site at <A=20
href=3D"http://www.promotiontools.net">http://www.promotiontools.net</A><=
/P>
<P>--------------------<BR></P><B>
<P>This Week: "Afraid to Buy?"</P></B>
<P>Hello everyone,</P>
<P>I hope business is going well.&nbsp; The 'zine is running on Thursday =
rather=20
than Monday this week due to some technical challenges on my end.&nbsp; =
I know=20
you've missed me!!&nbsp; We will, however, be back on our normal Monday=20
publication schedule next week.&nbsp; I'm covering&nbsp;the elimination =
of=20
fear&nbsp;during the selling process as our topic today.&nbsp; This is=20
challenging to write about since the concept applies to every sale, but =
many of=20
the fears will be specific to your product or service.&nbsp; If you =
would like=20
help brainstorming what may be in the minds of your clients, feel free =
to drop a=20
personal email to me at <A=20
href=3D"mailto:Melissa@jumpstartsales.com">Melissa@jumpstartsales.com</A>=
.&nbsp;=20
Two heads are always better than one. :-)</P>
<P>Have a terrific week!</P>
<P>Melissa</P>
<P>--------------------</P>
<P>Afraid To Buy?</P>
<P>Last week we discussed overcoming the objection "I need to think =
about=20
it."&nbsp; (Visit <A=20
href=3D"http://www.jumpstartsales.com/Small =
Biz/Sm_Biz_Library.html">http://www.jumpstartsales.com/Small%20Biz/Sm_Biz=
_Library.html</A>&nbsp;for=20
back issues of Sell More!)&nbsp;&nbsp; The nice thing about "I'll think =
about=20
it" is that at least your prospect is telling you something.&nbsp; =
Unfortunately=20
it's often what they aren't tell you that matters!</P>
<P>Uncovering someone's fears related to buying is one of the most =
important,=20
and most often skipped, aspects of selling.</P>
<P>Your potential client has fear.&nbsp; Count on it.&nbsp; Perhaps it =
is a fear=20
of being embarrassed by making a bad decision (the most common =
situation), a=20
fear related to money (less common than you probably think!) or =
something=20
completely different. <STRONG>Your sale will only happen when the =
benefits of=20
your product/service outweigh the prospect's perception of =
risk.</STRONG></P>
<P>Many fears are product specific and you need to give serious thought =
to what=20
they&nbsp;are for your product.&nbsp; Consider asking clients who have =
already=20
bought from you what their concerns were -- but&nbsp;remember that =
client fears=20
will often be subconscious.&nbsp; Also feel free to <A=20
href=3D"mailto:melissa@jumpstartsales.com">email me </A>if you feel =
stuck.&nbsp;=20
We can brainstorm together.</P>
<P>I'll begin by giving you examples of products I've personally =
sold.</P>
<P>For&nbsp;several years I worked with executives on teaching via =
conference=20
call.&nbsp; Many were concerned that they might not come across well =
over the=20
phone and&nbsp;would undermine their authority with their =
subordinates.&nbsp;=20
Rest assured that no one ever TOLD me this -- but once I answered that =
fear,=20
they bought.</P>
<P>Dating myself a bit, I also used to sell long distance in the days =
when=20
AT&amp;T was still the accepted norm for phone service in the US.&nbsp; =
People's=20
fear of not being able to rely on their phone every day was more =
powerful than=20
their desire to save money.&nbsp; I had to make them comfortable that =
the line=20
would always work before they would buy.</P>
<P>Discovering your client's fear involves asking questions, putting =
yourself in=20
their shoes and looking for patterns.</P>
<P>Ask your clients open ended questions about how they view your=20
product/service, how they might use it, or what their concerns =
are.&nbsp; For=20
example:</P>
<P>"Tell me a little bit about how you see yourself using =
this..."<BR>"Walk me=20
through what your concerns are..."<BR>"What is the best affect this will =
have on=20
&lt;whatever&gt;..."<BR>"What do you believe the potential downsides =
might=20
be?&nbsp; Tell me a little bit more about that..."</P>
<P>Put yourself in their shoes by trying to separate yourself from your =
own=20
knowledge of your product/service.&nbsp; If you were in their position =
and=20
considering using your product for the first time -- what might you =
think?&nbsp;=20
What might concern you?</P>
<P>Look for patterns among your clients and prospects.&nbsp; Are their=20
objections often the same?&nbsp; similar?&nbsp; Do you see commonalities =
in body=20
language, types of objections, or ways they implement the =
product/service?&nbsp;=20
Do you see customers doing things after the sale that surprise =
you?&nbsp; Ask=20
them why.&nbsp; Keep your eyes open for any clues that will let you know =
what=20
worries your buyers.</P>
<P>There is no one simple way to uncover your clients fears.&nbsp; The =
good news=20
is, however, that they will usually be very similar.&nbsp; Once you =
observe and=20
target one or two fears -- they will apply to the vast majority of your=20
prospects.</P>
<P>Be observant.&nbsp; Ask a lot of questions.&nbsp; Talk to existing=20
customers.&nbsp; Ask yourself.</P>
<P>Observe and eliminate your clients fear -- and close the deal!</P>
<P><BR>&nbsp;</P>
<P>--------------------</P>
<P>To Subscribe to Sell More, send a blank email to <A=20
href=3D"mailto:subscribe@jumpstartsales.com">subscribe@jumpstartsales.com=
</A></P>
<P></FONT><FONT face=3DArial size=3D2>To Unsubscribe, send a blank email =
to <A=20
href=3D"mailto:unsubscribe@jumpstartsales.com-------------------">unsubsc=
ribe@jumpstartsales.com</A></FONT></P>
<P><FONT face=3DArial size=3D2>-------------------</P>
<P>Contact Info:</P>
<P>JumpStart Sales<BR>160 Amador Ave<BR>San Bruno, CA=20
94066<BR>650-794-9667<BR>603-215-0450 (fax)</FONT><BR><A=20
href=3D"http://www.JumpStartSales.com"><FONT=20
size=3D2>www.JumpStartSales.com</FONT></A><BR><A=20
href=3D"mailto:info@JumpStartSales.com"><FONT=20
size=3D2>info@JumpStartSales.com</FONT></A></P></FONT></DIV></DIV></BODY>=
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