Others Like ME?

Very often when buying a product or service, people want assurances that others just like themselves—Jewish, Catholic, black, young, old, experienced, inexperienced, whatever—have also bought and are enjoying the experience!

Objection:

Are there any other families renting in the complex?

Solution:

Yes, actually there are lots of couples about the same age as your family. [Give some examples of real renters.]

Objection:

I don’t see anyone my age [like me] around the club.

Solution:

We have lots of members like you and part of my job as membership director is to make introductions. Not only can I think of five people right now who are in your field, but we have lots of people with handicaps like yours. And we can line up games for you with just a little notice. [Provide sample names here and get back to them with more.]

Objection:

I am really inexperienced with computers. I am afraid this software will be way over my head.

Solution:

We have lots of customers just like you who certainly aren’t techno geeks. One of the key benefits of our product is how easy it is to use, even for first-timers.

Objection:

My English is not so good. Will this be a problem?

Solution:

No; the manuals are available in seven languages, including Spanish. And the online demos show you graphically exactly where to click to get what you want.

Objection:

I really want my son to get a private school education, but he’s very shy so I’m hesitant to move him to a new school.

Solution:

I understand. One of the things we do to help ensure a smooth transition is to pair new students up with a buddy to help them get around—so your son will have a new friend on day one, guaranteed!

People want to know that others like themselves have purchased and are enjoying the benefits of your product or service. Always have examples in various creeds, colors, shapes, and sizes!

For more great techniques to increase your sales read or listen to

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Please note: I reserve the right to delete comments that are offensive or off-topic.

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