Tell me, and I will forget… Show me, and I might remember… Involve me, and I will understand.
This is a very famous quote that I am sure many of you have heard in your past. I simply want today to break this down and demonstrate to you how this is the fundamentals of the Joe Factor approach to selling intangible products.
1. Tell me and I will forget….Interesting, because this is what most people in sales do and think they are selling. These people get the results they deserve and never make the income they desire because they never get more than the low hanging fruit. You will be forgotten by your client as well as your service. Ask yourself now, is this me? How memorable are you or are you forgotten?
2. Show me and I might remember….The operative word is might. Your product might be remembered and you might be remembered and if all things are the same you might get a commitment to buy. You see this is called the produce demo stage and many believe that once you see the product or service in action you will buy. No it is not enough! But better than the first one and you may make and okay living just using this technique but you better hope your competition is a bunch of tell me type sales people
3. Involve me and I will understand….Now we are riding the winning horse. Involve the client and educate and create understanding of your system and process. Get the buy in both verbally and mentally and physically and you are on your way to being a success at selling intangibles. Who does not want something that they have taken the time to learn about and are an expert on. You follow this path and you will make an above average income. You see the key is force the client to learn in your environment.
That is what the Joe Factor technique is all about we create the environment were the client must learn and understand to buy.
Now go backwards, Make your clients understand through involvement and demonstrate that it works and they can see it and then you tell them to buy. It is so much more logical. RIGHT?If you want to learn more send me an email to talktome@thejoefactor.com
Thanks
Joe “Factor” White
3 responses so far ↓
Rick Stephens // March 19, 2007 at 8:03 am
Joe - When I was young, and still wet behind the ears, one of the selling concepts I learned was called the “Puppy Dog” effect. This was a technique that was defined by giving your prospect the product to use/learn/and become involved with, and then they would have a difficult time giving it back. Wa La – A sale!
Worked then and it works now. It’s good to see someone out there reinforcing solid sales techniques. Keep up the good work.
To Your Success -
Rick
Karl R. Zimmer III // March 19, 2007 at 9:08 am
Joe,
“Involve me and I will understand…” - brilliant!
A buy decision is an emotional decision, and your premise addresses that perfectly. When you involve your client in (educate and create understanding of) your system and in your process , then you cultivate a relationship based on common interest. Imagine that - a win win.
Good job!
Cheers,
Karl
Colin Wilson // November 2, 2007 at 8:20 am
Don’t know where I’ve been, (well I do, but I’ve got an excuse), but I’ve not come across the Ben Franklin quote before… it’s brilliant and so damn applicable to selling. It’s something that I have been pushing for a long time – involve the customer and you will be amazed at the results.
I developed a great tool for doing just the above… it’s the Business Imperative Analysis and you can download the tool and eBook from http://www.firstborder.com/sales-ebooks/ for free. Business imperative – why it is important to the business and why it is important to do it now… involve your customer in this process and the results are amazing. Fits exactly into what you are saying.
I like your blog… keep it coming!
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