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CHAPTER 6 HOW TO GENERATE MILLIONS IN SALES & PROFITS

For example, if you are selling refrigerators and the client
comments that it is expensive, reply by saying, “Yes! I agree
that this brand is expensive. And the reason it is more expensive
is because it lasts much longer and uses a lot less power,
saving you lots more money every month as compared to the
cheaper ones.”

Conversion Strategy 10: Create a Sense of Urgency

In the last chapter, you learnt that people tend to be
procrastinators and tend to take action only when there is a
perceived sense of urgency (e.g. “ I need the product now”
or “I better get it before it is gone.”)
You must do your best to close the sale when your prospect
is in your show room. The minute the client walks out the door
he will start to get distracted by other products and eventually
forget about you. Create a sense of urgency that they must
decide now in order to take advantage of a great price offer
(e.g. 10% discount) or a free gift. Also, create a perception
of scarcity such as, ‘only 250 sets remain’ or ‘only for the first
50 customers’.

178 SECRETS OF BUILDING MULTI-MILLION DOLLAR BUSINESSES