Most population see the world as they wish it was or they think it should be. So they find themselves upset at the way things are going because ending results are hardly in their favor. They're confused and constantly at odds with the way things are going. But not a salesman. A salesman sees the world for what it is. He isn't trying to change people's behavior; he is trying to understand people's behavior. And this understanding makes it that much easier to devotee a hypnotic sales pitch. To be frank, it isn't hard; you just have to be more known than the midpoint man out there.
You don't have to be a natural-born salesman to be successful, nor do you have to be an devotee or mind-reader to formulate a hypnotic sales pitch. Salesmen are not born. Good and even great salesmen are made by simply understanding basic salesmanship, and adding some perceive to their jacket. It's a learned behavior. But you must learn the basics first. It's called A.I.D.A. Marketing. There are no shortcuts to that.
The basics of salesmanship haven't changed since the pre-web days, and it never will because it involves social conversation that old school salesmen perfected many years ago. Rather it's over the phone, in man on a one-on-one basis, a group setting, YouTube video, newsletter, or Skype, the fundamentals are the same both online and offline.
The real incommunicable to selling is to convince population that what you have to offer is of value to them; life changing even. Get them excited sufficient to take operation right away. That's what separates salesmen from sales boys. It doesn't matter if your offer is on a small-scale or a very large one, you have to convince your prospect that your product, service, and/or facts will make their life so much easier or better. Rather your prospect is in need of a new drill or a healthy lung, your conversation's goal is to create that you have the explication to their problem. A hypnotic sales pitch is to create that you're the man that he wants to deal with. Add that to your cordial attitude and you will authentically close the deal!
I'm not sure of the identity of the primary author of A.I.D.A, but it's a model that my grandpa introduced me to many years ago.
A=Attention: You must get their concentration right out of the gate. Be specific. Narrow it down to a niche. Ex: Title, headline, hook, etc.
I=Interest: You have to build interest immediately sufficient for them to halt what they're doing. You want their undivided attention. Your presentation should be short, sizzling, and informative.
D=Desire: After successfully completing the two, a desire surfaces as you tell them more about the benefits and what they have to gain by simply trying your offer.
A=Action: This is when you assertively urge your prospect to take action. Always be closing!
I grew up hearing my grandpa use that term, "Always be closing," each time he became victorious at anyone undertaking he decided to take on. Rather it was him catching the garbage truck before it turned the corner, or after one of his brief yet foremost calls that he took in his home office, it didn't matter, he would Always spin that phrase along with the A.I.D.A. Acronym. Afterwards a smile would grace his face and it was the exquisite time to ask for a lemon cookie. Luckily for me, grandpa hardly ever shut the office door completely, which allowed for lots of eavesdropping and lemon cookies.
I enjoyed spying on grandpa because he told such staggering stories over the phone to population that he called "clients." I would never forget I couldn't have been any older than 7 years, when one morning after morning meal I stood at the back-slit of his office door, peeking over the middle hinge just to get a espy of him. I watched as he sat conveniently behind his desk, weaving someone else one of his stories to a client over the telephone. His hypnotic sales pitch was a story about a carpenter that lived in North Dakota. Looking back at it, it was as if he had the concentration of a filled room; quite the opposite of keeping the concentration of only one faceless man over the phone. His posture, knowledge, and cordial mannerism were all admirable. The recipient of grandpa's story must've agreed, as he was happily persuaded to accept grandpa's offer before the end of their call. From where I stood, I conspiratorially whispered the acronym as the letters rolled off grandpa's tongue, "A.I.D.A."
Later that evening while grandpa sat in his beloved lounging chair, reading a fat book that I recognized from his office desk, I nestled beside him and said, "Grandpa, granny said that you help families by selling them insurance."
He peered over his reading glasses that sat at the tip of his nose and said, "And as always, your granny is right. I am an guarnatee Broker."
I smiled, and with broken English I announced, "I want to be an guarnatee Broker too, grandpa! Do they all tell fun stories like you do?"
"Well, the good ones do." Grandpa settled his fat book on the coffee table, along with his reading glasses. He patted his thigh and motioned for me to claim my beloved sitting spot. With the biggest smile, I sat sidewise on his lap and he begins to tell a story. "Storytelling has been colse to since the beginning of time. Before writing was invented, population communicated by telling stories. But your story has to be compelling. A leader engages people's future and captures their hearts straight through storytelling," he said and continued, "when the time is right, you will recall this conversation. But for now, all I want you to do is remember these four letters," and we said it together, "A.I.D.A."
You see, mastering the art of storytelling is the same as mastering your hypnotic sales pitch. Stories are illustrative, authentically memorable and allow any salesman to create stronger emotional bonds with their customers. Why? Because humans Love stories! Our brains are authentically wired for listening to stories. We all have stories within us; just as we all have an inner salesman that we bring out when we need to be persuasive. In other words, don't sell, tell great stories!
I say this in all sincerity and all urgency, get the basics down first. It's not tough at all. It's not voodoo nor is it magic. It is easy but you're probably not going to shape it out on your own.
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