Selling is one of the most important skill for any and all business people. Some are afraid of doing it in fear of harassing people (and being seen as a peddler – what an awful feeling) because they have not yet fully understood that it is the opposite of buying. There could be no selling without a buyer.
So anyone who decided to study selling with the objective of getting good at it must learn the basics about it.
One of the basic concepts is to recognize that any claims that you say has a potential of not being true if the buyer is not sold on your true intentions or you have not gained their trust yet. But if you agree with something and say it yourself, then it must be true, no? If they say it, it could be false BUT if I say it it must be true.
If I say: “This is the best product in the world” you might think in your mind prove it, right? Now if I say “This product has been number one in customer satisfactions over the last 5 years, do you think this is a good thing for you?” Then you might think this could be a good thing, right? And if you say yes it is, then you’ve said it therefore it’s true.
You see this is because you say it to yourself then it is true and therefore you are closer to decide if the product provides a valid solution to your problem.
In sales the seller’s objective is to have the prospect agreeing on small things all along the presentation in order to build the desire and the reasons to justify the action of trying the product.
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