answer by asking, “is that going to
be convenient for you?” Then when
they reconfirm, you stall and re-ask
again “hmmmm, are you sure?
Because it’s really important that
you attend”. Your goal is to ensure
they say “yes” twice.
Convenience is the Holy Grail when
it comes to sales, so this “double
pump” (where they confirm twice
in the conversation that they can
definitely attend, or take delivery,
or move in, or save some time,
or whatever the product/service
involves), will always be a huge
contributor in their decision to buy.
3
Quality - you must present
your product/service as being
of high quality, especially
when compared to the competitors
in the marketplace.
Prospects usually make 50 to 60 per
cent of their buying decision soon
after they’ve first met you, so you
can bet that if they’re leaving and
telling you they’ll think about it, then
you haven’t succeeded in inspiring
them to take action. Unfortunately in
most instances, when prospects
leave like this, they’ve already made
a decision NOT to buy.
The process of inspiring someone to
buy requires you to:
• listen to what they want and need
• discuss it in detail with them
• show them a solution that is unique
and different to anyone else.
are repeated from previous
communications. This will again
confirm you as the expert, and
remind them that you can service
their needs better than everyone
else. Remember, if you serve more,
you’ll get more. The key here,
however, is to ensure you are
focused purely on helping them
achieve their goal or solve their
problem; NOT merely on making the
sale. You must be genuinely caring,
and generous in the experience you
provide to them. Remember, people
don’t buy the product or service;
they buy the feeling it will give them.
SELLING TRIGGERS
By showing prospects that the
solution is the ideal fit for them, you
will inspire them to take action (i.e.,
make a purchase). The following VCQP Model provides
a formula for successful selling, and
details the four triggers that people
use when making decisions. In order
of sequence, they are:
Be aware, you can no longer rely on
extensive or continuous follow up to
close a sale. These days, follow up is
often perceived as more annoying
than helpful, so if you do need to
follow then do so only by providing
new information – not details that 1
20
Value - how much it’s worth to
the person to have it.
Creating value is essential, and
comes from proving you are the
expert, that you have a uniqueness
(USP), and by teaching prospects
something they don’t know (called
“INKing” – more on this later). Teach
them and tell them you’re the only
one who can deliver the solution,
and this will establish you as the
expert.
2
Convenience - this is the Holy
Grail of closing; when selling
you need to “double pump”
(i.e.,confirm the convenience at
least twice)!
We are all very time poor. As a
result, people always want to make
decisions quickly, but of course, they
still want to make the right decision.
They also don’t want things to take
up too much of their time, and they
often gravitate towards things that
will save them time. Saving time is
one the major triggers for people
making decisions.
Obviously, you need to be
competitive in the marketplace
so you need to demonstrate
exceptional quality in your product
or service. In other words, you
need to show that your offering is
valuable, and ideally not available
(in a comparable quality) anywhere
else. Your high quality may lie in
your location, additional services, or
the contents within your product or
service.
The great news is, in today’s era of
selling, this is the least important
factor of all, when all others are
done right. This means, if the
perceived value is high, if the
convenience is clear, and the
quality is confirmed then the price
won’t matter to the prospect.
In these situations, your price
presentation will be a breeze and
the closing sequence will be easy
and smooth to complete. When the
VCQP Model is applied successfully,
the close can be assumed.
YOU ARE THE KEY
Yes, successfully making sales
requires you to focus on the
prospect; however, your level of
commitment to, and knowledge
about the product or service you’re
selling is paramount.
Be Educated
To increase your sales by creating
value, you must be fully educated
about your product/service. Sharing
cutting-edge information about
what you’re providing, will position
you as the expert in the eyes of
prospects.
can show prospects that you and
those around you are using the very
same product or service you’re
selling, then this can go a long way
to creating instant credibility for the
effectiveness of the product/service.
Know Your USPs
You must know the USPs (unique
selling points) about your product
or service. This means you must
know why it’s different and how
it stands out in the marketplace.
In a competitive marketplace,
difference is the key, as this is what
sets you aside and enables you to
smash the competition.
Be Qualified
You need to prove to people that
you are qualified to talk about
your product or service. This means
demonstrating your extensive
experience or that you’ve been
there for a while, that you’re
passionate about the product/
service...
READ PART TWO >>>
Use It!
Ideally, you must be using the
product or service yourself. If you
It’s important that you prove your
level of quality too; you can’t just say
it as hearsay is not effective in the
sales process like it used to be. When
it comes to quality, you must have
proof mechanisms in place, which
confirm your product/service is of
the quality you are saying it is.
4
Price - the investment
required, and the least
important factor when the
VCQP Model is delivered correctly.
Keeping this in mind, if your product
or services requires someone to
visit you regularly, then it’s essential
that you ask them what days and
times will suit them. When they
tell you, have them reiterate their
WHAT’S NEW IN FITNESS - SUMMER 2019
WHAT’S NEW IN FITNESS - SUMMER 2019
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