By Mark Bowser
The Power of Suggestion Close is a way that you can help the prospect feel and visualize that they already own and are enjoying the product or service. All of us are all very susceptible to the suggestions or influences of other people. Imagine that you are at a basketball game and the fans are sitting in the stands with their hands on the laps quiet as an arena of mice. It is as if the fans are bored and oblivious to what is happening down on the court. Then, one sole fan stands up and starts yelling and cheering. Pretty soon, another fan stands up, and another, and another. Before long, the entire arena is cheering and yelling for their team. Enthusiasm is contagious!
As sales professionals, we have to let the prospect feel our enthusiasm for our product or service. Zig Ziglar said that “Selling is a transference of feeling.” We can transfer our feelings to the prospect by creating emotional pictures for them to experience. For example, let’s say you sell vacation packages, you can say to the prospect, “You are really going to enjoy lounging on this beach. The sand is white as snow and feels so warm on your toes.” Or, let’s say that you sell homes. You might say, “You are really going to love living in this neighborhood. The schools are fantastic and the neighbors are very friendly.” Or, let’s say that you sell a service such as training seminars. You can say, “You are really going to love the confidence that you will have after the class knowing that you have the skills to succeed at closing the sale.”
Using words such as “imagine,” “just think,” “you are going to love …” create the mental emotional pictures for the prospect. There are multiple ways to use the Power of Suggestion Close. Help the prospect feel and visualize ownership … and pretty soon they will.
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*Book Mark Bowser: Mark Bowser is one of the top Professional Speakers in the United States. He is a Sales & Leadership expert who has trained some of the world’s top organizations including Dell Computers, Southwest Airlines, United States Marine Corps, Ford Motor Company, and many, many more! He is the author of several books including Sales Success with Zig Ziglar and Scott McKain. To schedule him for your next conference or training event then email info@MarkBowser.com or visit www.MarkBowser.com.