279: Painting a Word Picture Of Why They Should Buy Now

<p>The sales cycle is a simple progression to get the client to the point of purchase.<span class="Apple-converted-space"> </span> We have established rapport and trust.<span class= "Apple-converted-space"> </span> We have asked intelligent questions to understand how we can help them.<span class= "Apple-converted-space"> </span> We have come up with a great solution to solve their issues. We may have pre-empted all of their objections, but that doesn’t mean they are going to give us a “yes”.<span class="Apple-converted-space"> </span> Before we get to the point of asking for their agreement for the deal to go ahead, we need to set up the request.</p> <p> </p> <p>We have to remember that while the sales cycle may be important to us, as sales professionals, they are not focused on the process. They are concentrated solely on the outcomes.<span class= "Apple-converted-space"> </span> We can tell them the solution in very simple terms.<span class= "Apple-converted-space"> </span> This may satisfy some degree of their logical mind requirements, but it may not be enough. We need to be moving up into high persuasion mode and this is where word pictures can play a powerful role.<span class= "Apple-converted-space"> </span> We can outline a future state of supreme satisfaction, a bright future which resonates with the buyer.<span class="Apple-converted-space"> </span></p> <p> </p> <p>We want to have them see in their mind’s eye, the future situation in the company, as they begin to enjoy our solution.<span class="Apple-converted-space"> </span> That word picture has to engage the emotions.<span class= "Apple-converted-space"> </span> Previously they had told us the main reason why they needed a solution in the first place. We need to wrap our solution up in those same terms.<span class= "Apple-converted-space"> </span> They also told us what it means to them personally.<span class= "Apple-converted-space"> </span></p> <p> </p> <p>We have to loop back and create word picture about how happy they will be personally when th