The Psychology of Selling

Use the "approach close" technique

Instructions

Be prepared.
Always prepare your sales presentations in advance, and structure them so that you go from the broad to the specific, from the familiar to the new, beginning with your most alluring benefit.
Relax your potential customer.
Convince the customer that you are not here to sell them a product but to show them why it is useful for them and why many people are already using it. You can say, "I appreciate your time. Don't worry. I'm not trying to sell you anything right now. That's not why I'm here. All I want to do is show you why so many other people have bought and keep buying this product. Please look at what I show you with an open mind, decide if it applies to you, and then let me know at the end of our conversation if this product makes sense to you. Is that okay?”
Discover the client’s needs.
Inquire about what your potential customer is currently doing and how your product or service could relate to his situation and help them. Ask insightful questions, listen carefully without interrupting, wait until you understand the prospect's position before responding, and restate their remarks in your words. Once you know the customer's situation and needs well, show how your product is the best answer.
Inspire your clients.
Evoke vivid mental images of the joy and satisfaction the prospect would experience as a result of owning and using your goods or service.
Maintain the client's interest.
Structure each section of your presentation so that it demonstrates, discusses, and asks questions about each feature and advantage you give; this will keep the customer interested and active throughout the presentation.