Book DescriptionTypically, before we worked with them, our clients were selling and marketing based on traditional features and benefits. PIf youre still using these outdated tactics, youre in trouble. PRecent studies by the Sales Career Training Institute and the Performance Marketing Institute have broken new ground when it comes to sales and marketing effectiveness strategies. Studies conducted by these not-for-profit Institutes have led to the development of the FEAR Selling System. One of the key findings of both of these Institutes is that todays marketers are using hopelessly outdated selling strategies. Benefit selling (or what we call HOPE Selling) is only one half of the powerful Persuasion Equation. PTo get people out of their Comfort Zones and take action by buying your product/service, you must focus not only on the positive consequences of buying but also on the negative consequences of not buying your product/service. PMany of our clients sell complex products/services which require long sales cycles and therefore demand superior relationship-building sales skills. FEAR Selling shows how to overcome these challenges by finding and focusing on your prospects personal pains and fears as well as their hopes and dreams. PBy using both carrot AND stick persuasion techniques, you will easily multiply your persuasion effectiveness exponentially. So we have organized these persuasion techniques into an easy-to-use, step-by-step system that we share with our clients during our training seminars. PNow, due to high demand, we have condensed the content of our 5-day FEAR Selling Boot Camp into this book. It covers everything you need to know to sell more and sell faster. PFind out how to: cold call with confidence, position yourself effectively through your 30-Second Commercial, get your prospects curious enough to invite you in to sell them more, bond quickly through proven trust-building techniques, ask the right questions at the right times to the right people, and present through powerful strategies that get your prospects to buy now. Обо всём этом и не только в книге Fear Selling: How You Can Sell More and Sell Faster by Tapping Into Your Prospects' Deep-Seated Emotional Needs (Paul F. Borgese)
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