Psychology of Selling

Here’s the scenario: You meet with someone new to you. Let’s say you visit a prospect at his office. Our experience is that you have eight minutes to achieve several objectives, or you’ll likely be dead in the water. What you do in those eight minutes determines if you will be successful in gaining a successful outcome.

Objectives

What are your objectives during those eight minutes? It’s actually far more than you might have thought, but it does not include making a sale. That comes later. Our experience is that most sales (and future referrals) are lost in those first minutes. So, let’s focus on them.

The Big Main strategic objective in the first eight minutes is to get the prospect to discuss his financial situation openly. There are three smaller more tactical objectives: 1) capture his attention, 2) establish your connection and trust, and 3) prove your credibility and relevance. If you can do that, you should find the door wide open for you.

Objective Number One

In this article, we’re going to focus on the first objective – Capture the prospect’s attention. What might you do that could accomplish that objective?