SALES GEM… here is a quick "diamond" that will help you be an even more powerful communicator in your Sales Business. Every time you quote a number that you want your Prospect to remember… say it twice. For example:
"Mr./Mrs. Buyer… the price of this product has been reduced by $3500… $3500!"
By saying the number the second time at the end of the sentence, it creates much more impact. It's like the written word being in bold letters, upper-case, and under-lined. If you think back to your childhood, your parents probably used the same technique on you:
"Fred… I told you to be home at 11 PM… 11 PM!"
Sound familiar? Probably. The next time you want someone to remember a number as part of your sales presentation, say it twice. This will ensure that they get the message. Remember, something that is very familiar to you may need to be repeated for others. By saying it twice, you are allowing them to "catch up" in the conversation.
Here is your ACTION STEP… here's some examples of how you can do this naturally and smoothly:
SAYING IT TWICE
1. "There are currently only 2 of these cars left on the lot….2!"
2. "The Seller has to be out of this house and in Phoenix in 28 days… 28 days!"
3. "This mutual fund has shown a return on investment of 8% over the last year… 8%!"
4. "We have sold over 23 homes in this area in the last 12 months…23!"
In this case, for the purposes of powerful communication, it is extremely powerful to be in the habit of repeating yourself. One final "diamond" for you… be careful when using percents (%) when quoting numbers. Sometimes the numbers are so small they don't really have the impact you are looking for. Look at the difference in the following two statements… "My homes sell for an average of 3% more than the competition…3%!" vs. "My homes sell for an average of $12,000 more than the competition… $12,000!". Consider the impact you are looking for and get good at presenting in the most impactful/powerful way. Great selling is all about great communication. The above approach will make you a significantly more powerful at doing so. Two times is the key. NO Excuses.