Get Engaged – At
Work and In Life!
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Breaking Through the Sales Barriers - PDQ
PDQ: Preview the Problem solved around a Dominant need in
a Question form.
Your challenge is to say something that will compel your reader to stop
whatever he is thinking or doing and willingly give his entire attention to
you. You must tantalize him. The tantalizer preview should be geared to satisfying
your reader's needs, solving his problem, and eliminating what is causing his
problem - something that will help him gain or maintain the satisfaction of
his needs. And since you want him to participate in what your
tantalizing words promise him, put it in the form of a question. (Not only at
the beginning of a piece, but use good tantalizing sentences or questions
throughout the presentation.)
lscpa: listen, share, condition, present, ask
headline (offer or imply a strong benefit)
Relate
- Many of the ______ tell me...
- Recently I read that ....
- A lot of my customers say that.....
- Mr._______ tells me......
Q
- Do you find this to be true?
- Do you face this same problem?
- Do you feel in the same bind?
- Do you feel the same dilemma?
- How do you feel about this?
- Does this have meaning to you?
- Has this ever happened to you?
- What is your opinion?
- Do you feel this has any validity?
- What do you think?
- Do you feel this is a problem?
- Are you concerned about this?
- Does this worry you?
- What's your thinking on this problem?
- Is this important to you?
- Does this sound reasonable to you?
Relate again
Present (Solution-Advantage-Benefit)
Ask
Reassure
Close
Problems shared by small business people without an effective web site:
- friends or business peers have web sites and reader doesn't
- would like one, but don't know where to start
- have limited: time, money
- competitor has a site
- big guys have a site
turn it around: look at what you are presenting. What problem
does it solve? What need does it fulfill?
Compliments:
- Sincere
- Specific (tell the reader what it is that made you bring it up, compliment
details "I love the shine to you hair", not "your hair is
beautiful"), compliment the act the person did, not the person
- Something of real interest to the person (most rewarding when it reassures
the reader in an area where he may have doubts)
"I've got a problem. I need your help." You boost the
reader's self-image by allowing him or her to be of help.
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