How to sell

Out of context: Reply #6

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vaxorcist0
A. define target market .... imagine 3 example prospects
B. for each of the 3 example prospects, name them, find a few pix that represent them, their lives, houses,etc..., try to think like they do....
- what's their biggest hopeful reason to buy from your biz
- what's their biggest fear in regards to your biz
- what's their short list of buy triggers
- what's their subconscious hope and fear, not the official ones
- what's their "back rationalization" to make their emotional purchase seem ok to their skeptical spouse or boss
C: Stop reading all the sales-copywriting stuff that makes you sound like a midnight informercial junkmail shill if you follow thier advice, find some smart and successful businesses whose ideas you can gain some insight from....
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- Does this method have a name, as FAB does?kalkal
- Obviously without step 3, I think that goes without saying.kalkal
- I don't know the name, but it was taught to me an ex-Saatchi account exec...vaxorcist
- I think the phrase "central insight" was somewhere in the name...vaxorcist
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