How to handover the brochure to your client when he is not in the right positive frame of mind?
Sales gurus will never share this secret because not many want others to know the actual secret of sales success. But in this post, I will share with you this secret which has worked for me every time I used it and will immensely benefit you in your client’s meeting if you can practice this simple technique.
If you hand over any documents or brochure to the client for his reading when he is not in a positive frame of mind that we know the fate of the document. In those cases, use what is called a “Psychological Distancing” technique which is among closely guarded covert persuasion techniques.
In this technique, you actually do not hand over the document to the client. You keep it on his table on the right side far from his reach. If there is a bottle of water in the table, put it on the top of it like a paperweight. The right side of our brain is the emotional brain which doesn’t like unknown and things that we can’t get.
So your client will invariably pick this up sooner. And because he worked hard to get this, he will read it, and because he worked hard to read it, you have a better chance of the deal. Nail the sell like a sales guru.