GBSI

GBSI’S APPROACH FOR BETTER SALES & PERSUATION

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SARTHAK JOSHI

GBSI

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From your discussion with the client , use your expertise to identify the current shortcomings the client has which is slowing the client from achieving his goals.

IDENTIFY

DISSATISFACTION 01

THE PERSUATION EQUATION

Create a compelling vision of success and achievement the client can achieve if those shortcomings are overcome

COMPELLING

VISION 02 Introduce your product & Services to show how you can help the client achieve their goals. Create EASY STEPS for the client to use your services and achieve success to persuade them.

EASY STEPS 03 Remember it is ALWAYS about the client. We are selling a service, we are merely helping the client achieve their goals.

EFFECTIVE

CHANGE 04

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GBSI 3

OPTIMIZED CUSTOMER APPROACH

1. Need Analysis – Ask the right questions. Use your expertise to gain the right insight into

customer’s situation and aptly analyze what the customer needs to achieve goals. This step corresponds with 1st step of persuasion equation which is to ‘Identify Dissatisfactions’.

2. Need Awareness - Make the customer aware that these are the things that they are lacking

currently which are preventing them from reaching their goals. In this step use the principle, ‘The fear of loss creates a much stronger motivation for change than the advantages of gains’. Talk on what the customer is losing out on by not taking steps. This step corresponds to the ‘Create a compelling vision’ step of the persuasion equation.

3. Need Solutions – Introduce to the customer your products and services which act as solutions to

the problems you presented to him in the need awareness process. This corresponds to the ‘Easy Steps’ Part.

4. Need Satisfaction – Make sure to diligently follow up with the customer after the sale to ensure

complete need satisfaction which helps gain recurring sale from the customer and to achieve much better recommendations for newer clients.

GBSI

RECIPROCITY When you do a favor , usually they are obliged to do you a favor back

SCARCITY A limited time offer or a limited edition product or any type of scarcity produces a sense of urgency in the customer’s mind which helps in persuasion

AUTHORITY As a consultant , you can demonstrate authority on the subject of discussion and make a point better. A mention of experience , ‘In my 15 years of Industry experience, I’ve noticed ….’ can help generate authority in the subject, which helps in persuasion.

CONSISTENCY Make the customer do a very small thing at first and then it is easier to persuade them to do bigger things later. Like the ‘drive slowly’ example

LIKING Your tone of voice, general understanding nature , appreciation , etc combined with other gestures you make can help make the customer like you. It is easier to be persuaded by the a person whom you like.

Try to show that everybody else in the industry is doing it and you as a customer are the only one who is not. That makes persuasion easier as the customer feels that it has to be good if everyone else is doing it.

SIX STEPS OF PERSUATION Combine the persuasion equation with these steps

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CONSENSUS

US Corporate Office 3403 76TH ST,

Moline, IL

61265 USA

India Head Office 17-18 ICS House, Sector 7,

Plot # 139, PCNTDA

Pradhikaran, Bhosari,

Pune, 411026 INDIA

US Development Centre Office 1711 4th Ave A Moline , IL 61265 USA

Email / Website Ph: (309)-269- 2551

ContactUS@GeniusBSI.com

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