1. YOU
SELL A PEN LIKE ANYTHING ELSE YOU SELL.
Give the customer reasons to want to buy the pen of course:
Why is this pen a good pen: Quality, Durability, Appearance, Warranty, ETC
Why is this pen good for the customer: Ergonomics, Favorite Color, Matches
their whatevers,
How does this pen make the customer better: Makes them look rich, cool,
sexy, popular
Everyone else is doing it! I heard that this is the Number one selling pen in
america, Michael Jordan bought this pen ETC ETC
Economics: This pen is a really good deal, this deal won't last, we will stop
making / selling this pen after tomorrow, so get it now.
2.
YOU USE THE N-F-A-B TECHNIQUE
N-F-A-B stands for: Needs, Features, Advantage, Benefits
- First you start off trying to identify the customer's Needs (or requirements)
- Then