Marketing Articles on Persuasion: Selling the Future

Topics:
Marketing Strategy
Tags:
Action Plan,
Action Plan Marketing,
Client,
Leadership,
Management,
Marketing,
Motivation
Source:
Action Plan Marketing

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Overview: When meeting with a prospective client, you're trying to understand their problems, determine their objectives, explain your services and outline the many benefits of working with you. No matter how much you ask, how well you present your advantages or how sincere you are about helping this prospective client, things don't seem to be clicking. In that case, selling the future is suggested. Go beyond outlining objectives, value and measures of success (which most of us don't do a good job with to begin with), and help the prospective client get in touch with their real motivation to take action, move in a new direction. This motivation always lies in the future and it lies inside the client, not outside. You need to go beyond the surface and discover their highest aspirations, their most compelling dreams.

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Format: HTML | Date: Jan 2003 | Pages: 1

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