Get Prospects to Buy your Side of the Story

Source: eGrabber Newsletters

There are factors that can influence (persuade sub-consciously) the prospect to accept your side of the story over your competitor's.

1. For prospects with a sense of urgency or high motivation to buy - Present your product first and how it can resolve current issues. Once this part is fully delivered and understood, take very little time to talk about what your competitor has to offer.

2. For prospects who have no urgency or are not directly affected by the purchase decision - Talk about competition first, but very little. The second and larger part of your presentation should focus on your product benefits and how it can resolve their problems.

There are psychological studies to prove that the above tactics work. Understanding these can help you influence prospects to buy into your side of the argument and close the deal.