Posts from — December 2006

If your prospective clients are truly challenged by making a decision to own your product or service, gently offer to help them learn how to use the Ben Franklin Balance sheet as a decision-making tool. This may be one of the oldest strategies in the book of selling, but it does work effectively when presented well.

Phraseology: “John, Mary, history has proven that most great decision-makers believed that a good decision was only as good as the facts. The last thing I would want to do is to influence you to make an unwise decision. However, if it proves to be a good decision, you would want to make it, wouldn’t you? (Pause for their reply. It will most likely be affirmative.)  Read more...