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Last updated: Thursday, July 26, 2007

Satisfaction conviction

An old joke, with a vital message

“How do you know when a salesman is lying?”

“Whenever they open their mouths!”Or so the old joke goes - probably made about a used car salesman somewhere.
But is that emotion true? - do salesman routinely lie to get sales?
The answer must be an emphatic no! - good salesmen never do this.

Profit comes from repeat sales

The most expensive sale that any business makes is the first.
Converting a new prospect to become a first customer, is the hardest sale you make.
And if you give overwhelming value, you make the customer more receptive.
And as you build that relationship of trust, the sales become easier and easier.
So that most of your sales should come promoting to your list of satisfied customers.

Sales integrity is the foundation of a relationship

So there are two reasons why lies have no place is a sales relationship.
First because, you will never repeat a sale to a customer who bought a lie.
Second, a disatisfied customer tells ten times more people than a satisfied one.
Bad news spreads like wildfire.

Satisfaction conviction - How do you know when a salesman is telling the truth?

Lets face it, people are cynical. Every single claim you make will be taken with a pinch of salt.
Testimonials can go some way to bridging the gap. Particularly if you provide contact details for them
But the way to bridge the credibility gap is with satisfaction conviction.

To make a statement that is so far in the customers interest, that the customer thinks, “wow”, this guy will get really screwed unless his product delivers. It is more than just a risk free guarantee, it must be done with overhelming conviction.

Such as a statement made by a wise marketer about a book sold by direct marketing: “just order this, and if for any reason or no reason you arent completely satisfied: you dont have to do a thing! - just call up our number and we will send fedex round to collect it up and give you that immediate refund” An offer so convincing, that the prospect thinks - this must really be worthwhile!

And a recent offer from a top guru internet marketer said. ” I will work with you on this, until you have made at least what you paid, or I will not only refund your money, I will give you an extra $500″

And that is true “satisfaction conviction” - a powerful tool to prove you are telling the truth

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