Soccer Pictures For Sale
The Test Drive Close – How to Use Picture Words to Close More Sales by Phone
Selling over the telephone is like selling blind. You cannot see the individual or the environment and they cannot see you. It’s a major challenge and one of the reasons why telephone selling is so tough.
But it doesn’t have to be so debilitating. You can compensate for this rather barren selling environment by adding colorful imagery to your words and thoughts at certain key times in your discussion. In effect, you want to paint vivid pictures in the clients mind in order help them understand your product or service and make it easier to buy.
One of the best ways to do that is to use a metaphor or an analogy. Metaphors and analogies are simply ways to conjure up images that makes your thoughts or suggestions easier to comprehend and understand.
The Test Drive Close
The trick to making them work for you is to have words and phrases prepared ahead of time for various parts of your selling conversation. For instance, suppose your company provides a sample of a product. It might be the use of a software package for a month or maybe short term subscription to a newsletter; anything that the client can try in order to get a feel for the value of the item.
Despite the fact that the item might be ‘free’ or of minimal charge, you will still find clients have to be enticed further because they may be uncertain, skeptical or even jaded. And since they can’t see you either, it is important to be as persuasive as possible. A way to position the offer is to call it a “test drive.” For example,
“_____, to get you started I would like to recommend a “test drive.” In other words, I would like to recommend that you give the program a ‘spin’ around the block with three or four patients so you can get a feel how we work, how your patients respond and how the program benefits your practice. You can assess our effectiveness, see how things operate, compile any questions and evaluate it from bumper to bumper. If you like the drive – and I am certain it will- we can expand it as necessary. If it does not work well for you, well, you’ve risked nothing and we can retrieve the units.”
At a conscious or subconscious level, the test drive generates a harmless, ‘no-big-deal’ image of test driving a car before buying it. It is something everyone can immediately relate to and understand. We all know that test drives does not mean you have to buy the vehicle. We all know that it is meant to give you a feel for car, how it drives, handles, accelerates, even how it smells. If you like the drive, you can proceed further down the sales path. If not, you park it on the lot and move on. There are no strings attached.
The metaphor simplifies your offer by relating it to an every day event. Everyone understands the test drive implication. At some level, this reduces the sense of risk and makes the decision to try the offer easier and more palatable. That’s the power of metaphors, analogies and colorful words or phrases.
What to Do Next
- Think about your products or services. Is there anything to which you can compare them? Test the imagery. See how your clients respond. Try other comparisons and see how they do.
- Think of your product features and come up with images that make understanding them easier and more relevant ((“it’s no bigger than box of chocolates” or “This amount of memory is like have 10 million blank pages in a book”).
- Think of the options you might offer. Can you draw a picture to help people differentiate those options ? (“In effect, our product is like taco sauce: it comes in hot, medium and mild”)
- -Use a metaphor to prompt the client and direct their thoughts. (“Doc, you know the type of patient I am looking for: the weekend warrior, the soccer mom, the walking wounded from a car accident”)
- -And the list goes on.
Summary
Using metaphors, analogies and colorful words or phrases is not a new concept. But often they are used spontaneously rather than deliberately. Words are powerful selling tools and many of them should be pre-planned and used with deliberation in order to maximize their effect. In the blind world of telephone sales, this is doubly important. Give metaphors and analogies a test drive and see what you think.
About the Author
Jim Domanski is president of Teleconcepts Consulting and works with B to B companies and individuals who struggle to use the telephone more effectively to sell and market their products. The author of 4 books on tele-sales, Jim has been seen on various television and radio programs and has been featured in such publications as Selling Power, Advertising Age, Sales and Marketing Management and dozens of e-zines around the world. For over 17 years he has worked with companies big and small throughout the US, Canada and parts of Europe. Visit his web site www.teleconceptsconsulting.com for more information and to download your FREE Special Report “The 9 Voice Mail Blunders and What You Can Do About Them.”
Friesian Colt Plays Football! Argent is now sold to Bob Hardy of Crossroads Transport!
|
|
Joyeux Noel (Widescreen) $6.26 Joyeux Noel captures a rare moment of grace from one of the worst wars in the history of mankind, World War I. On Christmas Eve, 1914, as German, French, and Scottish regiments face each other from their respective trenches, a musical call-and-response turns into an impromptu cease-fire, trading chocolates and champagne, playing soccer, and comparing pictures of their wives. But when Christmas end… |
|
|
Harry Potter & Sorcerer’s Stone [VHS] $0.90 Here’s an event movie that holds up to being an event. This filmed version of Harry Potter and the Sorcerer’s Stone, adapted from the wildly popular book by J.K. Rowling, stunningly brings to life Harry Potter’s world of Hogwarts, the school for young witches and wizards. The greatest strength of the film comes from its faithfulness to the novel, and this new cinematic world is filled with all the… |
|
|
Medique 40061 First Aid Kit, 61-Piece $11.75 This new portable first aid kit is a great kit for use in the home, at the jobsite, in the car, on the sports field. Wherever you need basic first aid. These items are packed in a sturdy polypropylene carrying case with convenient carry handle. Organized tray keeps contents neat and organized. This 61 piece first aid kit includes: 5 bandages, 3/8″ x 1-1/2″ plastic, 2 gloves, vinyl latex-free, 15 b… |
|
|
RoomMates RMK1326GM Soccer Player Peel & Stick Giant Wall Decal $14.00 Find all your favorite posters and art prints at Barewalls.com, the Web’s leading art retailer. In business since 1997, Barewalls offers unmatched selection, service and prices. Browse our huge selection of wall art, including fine art, popular posters, vintage posters and decor prints. Have your print custom framed at our professional framing facilities and shipped ready to hang. What do custo… |
|
|
Kicking & Screaming $2.95 Will Ferrell is at his full, frenzied power as Phil Weston, a married, uncoordinated would-be sportsman with an uncoordinated would-be sportsman son–and an unresolved relationship with his coach father, Buck (Robert Duvall), who has very little tolerance for the uncoordinated. When Buck trades his own grandson to a real loser of a little league soccer team, Phil naturally takes over underdog coac… |
|
|
Harry Potter and the Sorcerer’s Stone (Full Screen Edition) (Harry Potter 1) $2.97 Here’s an event movie that holds up to being an event. This filmed version of Harry Potter and the Sorcerer’s Stone, adapted from the wildly popular book by J.K. Rowling, stunningly brings to life Harry Potter’s world of Hogwarts, the school for young witches and wizards. The greatest strength of the film comes from its faithfulness to the novel, and this new cinematic world is filled with all the… |
|
|
BLOWOUT SALE – CLEARANCE SALE -STRETCH FIT AND SEXY Jamaica Juniors, LADIES,WOMEN,GIRLS Soccer Jersey, Jamaican Futbol Girls Juniors Shirt, Jamaica International Soccer Juniors T-shirts SIZE LARGE RUNS SMALL SO FOR LADIES MEDIUM IN SIZE $19.99 SEXY STRETCH MATERIAL- 90% COTTON AND 10% LYCRA——-SIZE LARGE —— Girls Juniors,LADIES, WOMENS, GIRLS Slim Fitting International Soccer Jersey. These light weight official quality jerseys are just like the real thing and are fashioned after the ones your favorite players wear. Our Pro Soccer Jerseys feature official international logos, colors and styling and have all the great features you … |
|
|
Franklin Sports Future Champs Youth Football Goal Post Set No. 14266 $31.65 Backyard football would not be complete without the goal post. Try to kick the longest field goal or extra pointFeatures include: •This set comes complete with the durable PVC constructed goal post, water fill base, field markers, mini AIR TECH football and kicking tees•Goal post is 6′ X 4′ with flags•5 field markers: 10 YD, 20 YD, 30 YD, 40 YD and 50 YD•Mini 6″ football•H… |
|
|
Lifetime 71799 In-Ground Basketball System with 50-Inch Shatter Guard Backboard $322.86 Hone your jumpshot in your spare moments or perform a backyard dunking drill with the Lifetime 71799 in-ground basketball goal. Designed for permanent installations in cemented driveways, the 71799 includes such features as a Shatter Guard backboard, a spring-back Slam-It Rim, and an Action Grip pole mechanism for speedy height changes. The goal’s sturdiness stems from the cement-ready base, whi… |
|
|
Tomy I-SOBOT Robot $299.99 He might be pocket-sized, but this miniature high-tech humanoid robot packs a huge punch. i-SOBOT is a 6.5-inch biped bot that’s fully articulated, features voice command recognition and can speak a vocabulary of over 200 words and phrases. What’s more, he can dance, perform his own special karate moves complete with self sound effects, and can motor forwards, backward, side-to-side or diagonally…. |
