Selling to build curiosity and urgency

When selling a product, we want to create urgency. One way to do that is to be very unassuming and make statements that create a sense of insecurity when thinking about life without your product.

You want to create an itch. That is, you want to induce curiosity. It is important to plan out what your are going to say when doing a sales presentation. You can rehearse your initial sales approaches and presentations and then, once you've done a few, you can begin to as, in situations where you aren't successful in closing, you can think particularly about what you could have said to get a different reaction.

Customers react, good salespeople respond.

Take away closing and price conditioning

In the insulation industry, there is an interesting closing technique that works well. This technique can be applied to many different types of sales.

It's called price conditioning. You can use it as a way to get prospects thinking about buying and you can use it to help keep your pricing high.

When making a presentation on a product where the price is not tagged, you can use statements and phrasing that induce prospects to ask "How much?"

You can say things like "This product is very, very expensive!" or "Even though the price is very, high on this product, it is well worth it!".

When asked about price, you can then respond with a joking phrase such as "Don't worry, it is less than ($100,000) so it's definitely affordable. (and then laugh and say that you are just kidding)

Now they are thinking about what the price could be and they might try to justify how it may be expensive.