How To Sell With A Broken Foot…

Let me tell you why old salesmen limp…

This is a selling ’secret’ old pros whisper to young greenhorns… a secret that almost always gets ignored. Yet, if you’ll give me a chance to prove it to you then I’ll show you how you can use it to make prospecting as easy as saying “hello.”

Yes, I know this sounds like a pretty big claim, but It’s nothing new. It’s not a magic pill, but it’s a solid two-step technique that marketers have been using for decades. One that works.

Because the old timers knew
a painful little trick to getting in the door…

Now, sometimes they did it by force. When a housewife opened her door the stone-age salesman would jam his foot in it. Few people would close the door because it was easier to let the salesman in. And even though I doubt this stone-age technique would work today… back then it seemed to do the trick.

Not every time…

In fact, it was a common joke that you could tell the old-timer salesman by the size of his clubbed foot. Ouch!

A Less Painful Solution…

Then some clever salesmen had a brilliant idea. The idea of the irresistible offer. The Fuller Brush Company was one of the earliest. They’d give a free brush away and ask for the sale at a later date. Because they knew it worked! They knew that once they got in the door the sale was half made so they made that step the easiest.

Because there’s a little bit of psychology that makes it most difficult for a prospect to turn you down if you use it right. And when you take your sales system and break it up into two easy steps it actually activates the part of the brain that makes men and women say “YES” to you.

The psychologist Robert B. Cialdini Ph. D. would call it “consistency” but the old pros called it the FITD technique. The “Foot In The Door.” And it’s really quite amazing and simple to use.

Here’s how to use it yourself in network marketing…

This works whether you’re writing an ad, blog post, selling face-to-face, or over the phone. It works by breaking your presentation into two steps and getting a small commitment from your prospect BEFORE you sell anything at all.

1. Get Your Foot In — First, you have to convince your prospect to give you a chance to speak. You see, there’s no point in presenting your product if they don’t want to hear any of it.

All great ads, use this principle in their headlines or leads but if you think about it, it’s just as important when you pick up the phone. Because, you’re wasting your time unless you sell them on listening to your “spiel”.

You could give away a free report, interview, or even DVD. But don’t just hand them out willy nilly on the street. Make sure they ask for them. And make it incredibly easy to do.

2. Give Them What They Want – Now, after they open their “door” and let you in, it’s time to give them something they already want. Or at the very least, present your product in terms of what they really want.

“Find out what they want and show them how to get it.” — Dale Carnegie

It beats yelling, and now you have a chance to make the REAL sale. This alone will give you the edge over half your networking peers. Because when it comes down to it, selling is also a game of numbers.

The more times you get in that “door” the more sales you’ll make and the more money you will have in your bank account at the end of the month.

It’s really that simple…

1. Get Your Foot In the door.
2. Give Them What They Want.

Of course, you’ll still have to ask for the final commitment. You’ll still have to close the sale and tell them exactly what to do… but now you’ll get there faster.

Remember this always. It isn’t a trick and it isn’t magic. It’s a two-step system based on the way the human mind works. Because once a commitment is made. Once someone opens their door and invites you in they’re predisposed to listen to what you have to say.

And you know, sometimes that’s the hardest part!

Jason Better “The Better Networker”

P.S. Before you go – if you’re one of the clever folks on my mailing list then I’d like to thank you for your support. Your comments have brought a cheer to my life, I can’t possibly describe.

If you’re on Twitter, you may have noticed a little green button near the top of these posts. If you click the “retweet” button then you can share your favorite blog posts here with your followers. Please do, they’ll love you for it.

One last thing: If you haven’t signed up for these announcements yet then it’s really easy to do. Simply put your name and e-mail in the little box below. You’ll get loads of free tips, tricks, and techniques as they’re posted. It’s well worth it.

* First Name
* Email
We promise never to share the information you provide us.

2 Comments

Leave a Comment

Name (required) :
Email (required) :
Web Site :
Comment :

Notify me of followup comments via e-mail

Click to cancel reply