Selling Psychology
Achieve success in business by focusing on your prospects’ needs
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When you’re writing or creating your marketing piece, try the following:
• Make a list of your prospects’ biggest problems from their point of view. (If you don’t know what they are, ask them!)
• Decide how these problems make your prospects feel. Tell a story about someone experiencing the same problem. What does this encounter look like, sound like, smell like? What external and internal forces cause these feelings and sensations? Be really creative in putting yourself in your prospects’ shoes.
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