Today’s email is an oldie but a goodie.
It’s all about people’s “sales defenses”.
And why you want to do everything in your power to NOT trigger a sales defense.
Enjoy…
—–
If people get the slightest inkling that you’re trying to sell them something, their “defenses” will immediately go up.
Case in point…
This morning George and I were on a walk at the park, and a guy who used to have a Great Dane stopped me us so he could say hi.
Right away this guy noticed that George had bad hips.
“Looks like he has some hip dysplasia going on” he said.
“Yeh he’s an old man” I replied with a chuckle.
At this point the conversation was normal and friendly.
But what he said next made my “selling defenses” go up…
“My company makes a CBD for dogs and we’ve had some amazing sucess stories where it’s really helped older dogs move better again. I’d love to get a bottle into your hands”
Right when he said this I shifted from being friendly to being defensive.
Why?
Because my gut said this wasn’t genuine.
It was a little too rehearsed.
Like he had said it hundreds of times before.
I had a feeling there was gonna be a pitch to join his MLM at any second.
(Which I had no interest in)
So I threw up my sales defense…
I gave him short answers…
Eventually he wrote down his email and his name and told me I could email him and he’d send me a bottle.
“Sounds good” I said…
When I got home, I was curious if my instincts about him were right.
So I Googled his info.
And sure enough, I was right.
His company, Prime My Body is an Austin-based MLM company that does a bunch of stuff with CBD and hemp oil.
So my gut feeling was right.
But more than me being right, I thought this was a great example of just how little it takes for people’s defenses to go up when it comes to sales.
That’s why you have to “hook them” before you can sell to them.
If you go for the sale too early, their defenses will shoot up like Wolverine’s claws.
Remember…
People don’t want to be sold something.
But they DO want to buy.
It takes a little more massaging to accomplish this.
But when you do it right…
It works wonders.
Make sense?
Hope so.
Enjoy your Sunday
– Justin
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