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E-Commerce Offline: These Words Magically Sell Your Products In Person

Category: Sales

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Why: We want to get buy-in from you and everyone actually with these magic words.

From my experience, moving people from NO to YES is too difficult. How about first from NO to MAYBE?

In a flash, here is how you do it!

In Short

These are insights from the book “EXACTLY WHAT TO SAY” by Phil Jones. A flow of questions that guide the dialog naturally from no-no to maybe, and then to yes.

1. Get Attention: I take a listen

  • What do you know about … ?
    Reaction: Was I right? Tell me about it.
  • How open-minded are you about … ?
    Reaction: Sure, I am an open minded person.

2. Pique Interest: Maybe cool

  • How would you feel if … ?
    Reaction: I can recall ABC experience.
  • Just imagine …
    Reaction: Once upon a time … listening to the fairy tale.

3. Decide: I will do it

  • The way I see it you have 3 options
    1. Troublesome status quo: money
    2. Laborious alternative: time
    3. Option you want them to pick: path of least resistance
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I meant this note to be a practice for all of us searching for sales magic words. They are, of course, not only suitable for offline conversation but also for writing online copy.

[Example of my business]

  1. What do you know about a crowdfunding launch campaign?
  2. How open-minded are you about early product-market fit testing?
  3. How would you feel if your prototype gains a lot of interest early on?
  4. Just imagine you are getting a production budget 3 times over at the prototype phase.
  5. The way I see it, you have 3 options in market testing.
    1. You hire marketers to submit prototype to expensive product experts or reviewers.
    2. You painstackingly interview 300-500 target customers.
    3. Or you test through crowdfunding with a chance to earn massive capital in 30 days.