Sidney C. Walker
Sidney C. Walker


Home

Click Here To Subscribe to Sid Walker's FREE eNewsletter and get a FREE eBook & 3 FREE Teleseminars

Click Here To View & Purchase Books & CDs by Sid Walker

Ė Individual Ė
Coaching

Articles &
Book Reviews

Recommended
Reading List

Biography

Featured Links

Customer Service

View Shopping Cart

Trust Your Gut
Book Website

 

 

 

April 2011

"What Makes the Client Write the Check?"
by Sidney C. Walker

 


The academic world teaches us that the world works based on logic and reason. Certainly there is truth to this premise but if you are in sales you know there is a lot more to it. Logic and reason are the basis of a lot of sales training, but not the cause of very many successful sales. Logic and reason play a role in a sales presentation for sure, but the motivation to buy rarely comes from logic and reason. What makes people write the check is a feeling.

 

One of the biggest mistakes I consistently see talented, well-informed advisors make is to think that if they present a solution that makes logical sense to the client, they will buy it. If you only engage the intellect (the analytical mind), this makes it difficult for most people to make a buying decision. The intellect makes decisions based on information. There is an endless amount of information. There is a big potential for making a mistake which means you have to be cautious and learn as much as you can. Then add the fact that you can logically justify almost any point of view. Limiting your closing presentation to logic and reason will put most people into a permanent holding pattern, especially today.

 

So how do you find the feeling that will close the deal? Finding the feeling that will motivate someone to buy is not as illusive as you might think. You should be trying to create a list of all the things that your client feels are important to address in terms of their financial future. Then you have to determine what is the most important thing to do first. Not the thing "you" want your client to do first, but what do "they" want to do first. It is a lot easier to make someone a client by getting them to buy what they want. Make them a satisfied client and then you have the lifetime of the relationship to chip away at what they should do which also means lots of repeat sales.

 

Specifically, the feeling that will cause the client to write the check is going to be emotional or intuitional. I like to make a distinction between the two feelings because they are very different. Emotion is a more intense feeling that usually relates to a potential loss of control, loss of power, loss of status, or the inability to maintain the status quo in some way. Intuition is a quieter, more refined feeling usually relates to values like love, a sense of responsibility or sense of purpose. The combination of emotional and intuitional feelings includes a complex array of ingredients but fortunately the path to the dominant motivation is somewhat predictable and identifiable. The question that has the greatest potential to get people off the fence is something like: "I think we agree that what we are discussing makes sense, the real question is does it feel right?"

 

Unfortunately, this is not a question that gets asked as often as it should. We get extensive training on how to do linear logic but not so much on the big picture logic that can only be accessed by feelings. With the intellect, you can only process a few pieces of information at a time. With feelings you can process unlimited amounts of information all at once. If you donít get people to use the part of the brain that can process all the information all at once, your client will most likely want to think about it some more!

 

I wrote a book on the subject called Trust Your Gut. Through the month of May I will give you 33% off the $29.95 price and sign the book. But only buy the book if it feels right!


Toll-free: 877-985-3297
sid@sidwalker.com

 


 

Special Announcement

 

 

THE BOOK ABOUT LIFE INSURANCE that made the New York Times best-seller list... Check out my interview with Pamela Yellen, author of Bank on Yourself, here is the replay link:

 

www.SellingWithoutWrestling.com/bankonyourselfreplay.htm

 

If you decide to apply for a relationship with BankOnYourself.com, mention my name and someone should get back to you right away. They get a ton of inquiries every day. If you donít hear from someone within a few days, send me an email and I will make sure your application gets processed.

SHARE THIS NEWSLETTER WITH YOUR PEERS: When your peers sign up for my free monthly newsletter (Sales Tip of the Month) they also get a free eBook Ė 12 Quick and Powerful Ways to Coach Yourself to the Next Level ($47 value) and free instant access to recent teleseminars. Go to SidWalker.com.

International Orders: Shipping charges on our website are for USA only. Before you make a purchase, please email us and tell us what you would like to buy and we will send you a quote for the shipping charge.

Permission to Use eNewsletter: This eNewsletter is copyrighted and is the intellectual property of Sidney C. Walker. You have my permission to share this month's eNewsletter with peers, with your reps as a sales manager, or as an article in a financial publication as long as you use the content in its entirety, without changes, with a clear reference to my contact information including my website address www.SidWalker.com, and do not charge anything for the information since this is a free newsletter. Please contact me, Sid Walker, at 877-985-3297 if you have questions. Thank you for your consideration.


SidWalker.com - Coaching info, buy books, eBooks, CDs

SellingWithoutWrestling.com - New Training & Coaching Site

Sales Performance Coach - "Champion of the Low-Key Approach"

 

 


Home  |  Get Free eNewsletter, eBook & Teleseminars  |  Buy Books & CDs by Sid Walker

  Individual Coaching  |  Articles & Book Reviews  |  Recommended Reading  |  Biography  |  Privacy Policy

Customer Service  |  Featured Links  |  View Shopping Cart  |  Trust Your Gut Website



Santa Fe New Mexico USA
Phone: 505-318-1055 Sid@SidWalker.com

Copyright © 2017 Sidney C Walker.  All rights reserved.