Hello friends! Welcome to Learn Vern. I am Kshitij.
In the previous topic we have seen how to do checkmate. When we are representing our business talks, there are many chances, there are many chances meaning hundred percent chances are there where you will surely find objections.
How to empty the objections which are piling up.
Now, in the topic further if we see in "Art of sales communication", we will learn about what is " Sensing the urgency".
Sensing the urgency meaning you want immediate or quicker results compared to the usual time it takes.
"Sensing the urgency" Is important to do through sales communication so that you get the results immediately as compared to the less time taken by the regular people.
So for that what we are going to do is, first of all we will see two things - so why is it so important to enroll right now? , we will provide it's reasons.
And if we don't enroll right now then what are we going to miss?
That is also what we are going to say.
So, this is a very sweet conversation where we tell them why they need to support right now, and why they need to enroll right now.
So, let's see the first topic. " Why to enroll now? "
We can give multiple reasons to that.
Why it is so important to carry the business right now?
Let's take an example, nowadays there appears "Amazon's Great Indian Festival, Flipkart's Big Billion Day" and they start their advertisement beforehand.
Now,If we keep this example at the center and think, then you will gradually find all the points to be relatable.
First of all "limited time offer'. Just like Amazon and Flipkart, these all have limited time offers starting from this date to date where you will get never seen before,never heard before prizes, discounts which you have also noticed.
Similarly you have to pass on the message to your clients or your customers that Sir,this is a limited time offer and the discount that you got you will never get anywhere and secondly the price in which you are getting it in will go up in the future, later the rates might go up and the government taxes also might go up.
Then don’t tell me that I have not mentioned before.
When you are saying this, you are actually telling your client or your customer that you are trying to save their money. I am actually trying to make your investment more profitable because later if you are going to invest this then you might have to invest more but without any return.
So, there are chances of getting more returns with less investment.
Next point is “ Festive Benefits “.
There are many festivals like Diwali, New Year and Christmas.
These are festive times so during every festive time, every company comes up with some or other offers.
So you can also tell them that this is a festive offer.As soon as Diwali ends, New Year ends , the offer will be revoked.
Then you have to buy this product or this service or the concept at a higher price.
So,it is very important for you to enroll right now.
“ Sir, the discount that you are getting is for a limited time.”
Just like Amazon, Flipkart, you see!
The discount you are getting now is only valid for three to four days and later the discount will be removed and it will go back to its original price.
And then don't tell us that we have not mentioned earlier.
Pre book the car now sir , the pre booking is at a discounted price but later on the company can not provide the discount which it can currently of tens, twenty, thirty, forty thousands.
Talk about the discounts so that they fall into the greed of discount so that the client or the customer wants to buy it right away.
Right! And the next part is stuck.
And if you don't do it now then all the parts related to it will be stuck.
As for an example,"Sir, if you don't do the investment now then the profit that was going to be levied will not be done, if you don't do this investment now then later on if you wish to do then according to the precondition you have not bought the previous investment ".
As an example if I want to drive a four wheeler then I must have the licence to drive the four wheeler.
So if I don't have the license, I can't drive.
And do not drive without a licence.
So in the same way,if you don't enroll right now then the benefits that you are going to get later on will not be enjoyed by you unless you get the former.
So let's make it realise.
If you remember the example that we have gone to raise for the college as a charity, and if we say that sir if you don't enroll now then the students will not be able to continue school, they cannot get education.
If you don't enroll now then the aged parents will not be able to get their medicines for this month.
If you don't enroll now then there are shelter homes for dogs etc, they will not have food on time because there is also lack of funds.
So the next part is always stuck.
Now if you enroll right now, then everything will be lined up right now.
That is how you will let them know all these important requirements based on their needs. Suppose if their need is greed, then tell them about the limited offers, festive offers, discounts and if there is a person on whose emotions we can work, requirement is emotional then work on 'next part is stuck'.
If this part does not happen then the next part will not happen too.
Step by step, it is a process.
Next if we see " What will be missed out if business is not carried out now? "
What will happen if the business is not carried out right now or the enrollment is not done?
We can give many reasons to it , there are the same reasons but you need to represent them nicely.
That is "Sir, if you don't enroll right now then you have to give more money next time than you have to give now. You will be at a loss, sir.We don't want you to be in a loss. So enroll now and save money because you can extract more benefits at a less investment."
Next if we see 'Time'.
So, If you enroll right now then you can save your time and if you have not done your enrollment now then you have to wait for the next until the offer comes, festive bonanza comes.
Next time offers like this come, then I will buy.
So you are saving your time here.
Discount. The discount we are getting now maybe later on we might not get it.
If you want to avail the discount then you need to carry out the business right now otherwise you will miss out the discount.
You have to buy this at a higher price.
Right! And lastly, " Next step of the system" Is always in line.
You become a leader. Your decision will make the rest of the steps easier, if you do right away otherwise again it is stuck.
So it is important for us to give two reasons - why it is important to do right now and the other is, if we don't do the business right now then what all problems can arise.
Are we clear with this part?
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If we talk about our next topic, then we will talk about "Elaboration".
How can we elaborate our topics?
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