Use Your Own Stuff (with appologies to Patricia Fripp)

At the international convention of the Malaysian Association of Professional Speakers, I was surprised to hear one of my fellows quote the famous “Mehrabian Experiment.” This long-ago-debunked theory proposes that only 7% of your message is communicated by the words you choose. Not only is it not original. It’s hogwash.  The lesson here is get […]

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Guerrilla Selling – the Transaction Step

The Transaction is that exciting moment when the customer signs the paperwork, writes a check, or hands over their credit card. Traditionally called the “Close,” guerrillas know that this is really the beginning of what we hope will be a long relationship.

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Guerrilla Selling – the COMMITMENT Step

In this critical step of the sale, you actually close the sale before making a presentation, by aligning your product or service with those criteria to which your customer is already committed.

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Guerrilla Selling – the BUDGET Step

People would rather discuss their underwear in public than talk about money. In the BUDGET step, guerrillas justify paying more by determining the VALUE of the product or service from the customer’s point of view.

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Guerrilla Selling – NaB & CaPTuRe

We’ll use the consonants in the words “NaB & CaPTuRe” to help you remember those steps: Need, Budget, Conviction, Presentation, Transaction, Reward.

By understanding the psychology of this process, then matching your strategy to each customer, you can make your offering practically irresistible.

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Guerrilla Selling – How is it Different?

The most important lesson was that people who buy seeds, buy seeds. People who don’t buy seeds, don’t buy seeds. That’s just the way it works. And if you want to sell enough to win a bicycle, you have to find all those people. You look for that hump of dirt where they had LAST year’s garden, and if they don’t answer the door, you go back again and again and again, because there are only so many of those opportunities in the neighborhood.

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