One Key for Sales: Fear Sells and Pain Buys

Quit feature and benefit dumping on your prospects.  They could care less.  "But I talk about how much money they could be saving".  Really??? ...so does every other salesman.  Here is a simple key.  FEAR SELLS.  If you don't believe me go watch TV for a little while.  Pay attention to the commercials.  You will see car accidents, ziplock bags that are about to break, identity theft, retirees with no money, the list goes on.

Simple assignment:  Look at your top 5 features and benefits.  What fears do these eliminate?  Now construct 15 questions that draw out those fears.

Example:

Feature/Benefit: Identity Theft Protection
Fear: Getting your identity stolen, ruined credit, emptied bank account, the months of clean up
Question: "If your identity was stolen how would you know?.  Did you know that on average it takes 3-4 weeks before someone is aware of identity theft.  What is the worst that could happen in 4 weeks?" "Are you going to need credit in the next 3 years"...

Try it out in your business and let me know how it works.  Remember "If you can scare them, you can sell them"