What I Saw at The Home Show

Yesterday I took my son to a lacrosse show at the Baltimore Convention Center- Next door was the annual HOME SHow which for the past few years has been jam packed- This year it was a ghost town but I did see something I wanted to share with you.

As we turned one of the corners we saw a guy trying to sell cookware and giving a group of people seated in chairs a LIVE DEMONSTRATION. It wasn’t this guy’s first time. He was really good and sold alot of product.. Let’s cut to the chase and I’ll give you the lessons you can use right now ok?

1. It is always best to sell by DEMONSTRATION.. It’s the weekend so go ahead and turn on the tv and you will see a ton on infomercials.. This is what made Ron Popel  of RONCO dices , slices etc.. so rich.  I just finished reading his autobiography and do you know he started selling stuff at the beach by doing demonstations just like this guy was.

2. If you need sales people  always try to hire people who have done live face to face sales . They are the best salespeople and marketers.. Forget about those booksmart MBA’s . These face to face salespeople especially the ones who do live presentations or have to sell door to door will out sell them everytime NO MATTER WHAT THE PRODUCT OR SERVICE IS!

3. He sized up his audience which was made up of mostly people in their 60’s and 70’s … mostly men and a few couples.

HIs pitch was targeted to that crowd.

For the men he talked about how important their tools are — the cookware are tools too ! then he went on to talk about health. These people – in fact most people are health conscious and his cookware allowed the natural ingredients to stay in while other cookware caused the ingredients to go into the cooking water and get spilled out.

Then he talked about ease of cleanup– all you had to do is wipe it clean  – no sticking to the cookwared, no burning , no scraping , no warping. Let’s face it — most of time the men are doing the clean up !

HE WASN’T EVEN CLOSE TO BEING DONE YET.

All of this time the guy was demonstarting and actually handed out forks to people to taste what he just cooked.

Then he asked people to raise their hands if it was good. Raise your hands if you would like to clean up like he did when he was done– Just wipe with a cloth. Then he asked who wanted to be healthier and isn’t it better tasting etc. etc.

POINT : He was getting people involved– AND– He was getting them to keep saying yes.. both of which are important for your sales process.

Once he did all of this he went on to price- He admitted that these were expensive.

Then he brilliantly went on  to tell a story about a lady in her 70’s who “treated “herself to them ( remember most of the audience was in that age range)- Stories are very powerful .Use them to engage your prospects and also to show proof!

By now it was do or die time so he went on to compare eating out at $40.00 a week to his cookware and how easy it was to use and how healthy- You would have your investment back in 1 year of not eating out and just using this cookware once a week.

THEN and ONLY THEN did he close. He offered good terms- He took away all risk by offering a lifetime warranty -  He had already convinced everyone there of the value and he made a one time only offer * URGENCY **** and DEADLINE*** to get them to buy NOW !

He realized – and you should too- that if your prospect doesn’t take action now he/she probably never will!

NOW — please re-read this article and see how many of these tactics you can use to increase your profits and wealth.

Don’t think you can use this if you are offering a service? I just read an article about the best insurance salesman ever — named Ben Feldman—  The guy was a bit eccentric but extremely successful

He realized that he wasn’t really selling insurance – But protection

To illustrate his point he would carry duffel bag filled with 1, 000,000 dollars to an appointment along with 2 body guards. Then he would pull out a 100 dollar bill and tell people that the 100 dollar bill could provide a 1,000,000 security for the family if anything were to happen to the person..
Do you see the power here????

Dedicated TO Increasing Your Profits and Wealth,

Brian Sacks

PS————————————————

  SOME NEW RESOURCES I WANTED TO SHARE

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1. I am really into NLP and scripted selling. One of the big ideas is that different people need to get your sales message in different ways. Some need to read it – some need to print it out and touch it. Some people need to hear it. These groups are broken down to kinesthetics/audios/visuals.  I should really be doing videos and audios NOT JUST TEXT and that will be something I will work on in 2009.
If you want to easily add audio to your on-line marketing programs go to

HTTP://www.LOANOFFICERFORMULA.COM/ag

2. I know I have mentioned this one before but maybe you didn’t check it out yet. It’s the way I am able to digest 1 book a week without spending hours going thru all the fluff .. just the facts — and the to do’s from the book without wasting time. GO ahead and check it out yourself

HTTP://WWW.READTHEMQUICKLY.COM

 

3. Several people of asked me who I use for web e-mails and auto-responders.  Here’s the link to AWEBER

http://aweber.com/?302018

In case you are not sure what auto-responders are they are pre-programmed e-mails that allow you to send your message out  automatically . Let’s say someone comes to your site and you want to follow up with them. You can write 1 -100 e-mails and then set the system to send it out to them every 2 days or once a week or whatever you choose.

4. Scroll up NOW and Check out the resources to the right of the page ————>

 

WHATDAYATHINK?????? Leave your comments below – I do read them !!!

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