Do Something Different

Applied sales psychology is part and parcel to selling. We deal with the mental functions of the prospect on every call. We are successful to the degree that we positively influence, and shrewdly control the direction of those mental functions, and thus create an environment where change can be contemplated by the prospect.


We've all been trained that if we understand a prospect’s problem, and provide a killer solution the prospect will purchase. Unfortunately, this is only true in about four percent (4%) of the prospects that you call on. In the remaining 96%, there are clearly other issues that if not handled satisfactorily become a point of contention between the consultant and the prospect.

We also know, because we have been hammered with it over the last several years that doing what we've been doing will keep giving us the results we’ve been getting. It seems the only way to improve current results is to do something different, something that bypasses our "normal".

The book, Rapid Sales Success has tools and processes to address these issues.

1. To keep the prospect focused on your product/service, we developed a tightly honed "WANTS Analysis" that we call the Commonality of Issues Sheet (CIS). This sheet keeps you on track, and is a laser-guided solution for entering into the prospect's decision-making issues. We have an example in the book, but the CIS are easy to create.

2. When issues are found, from the CIS, we have the exact wording you need to fix and repair, so that the prospect can make a clear headed decision minus any past garbage.


See you on the website: http://www.rapidsalessuccess.com/