Sales—Using The Law Of Expectancy

There are a lot of sales techniques, but the law of expectancy sets a clear expectation in your customer’s mind. This technique can be used in many ways and it is especially useful when you have some limited time to close the sale. By now, you should know that people buy on emotion. You can do this best by pre-framing the sale with questions that move them emotionally toward buying your product or service.

Before we go on to talk about what type of questions work best, let's cover what the law of expectancy is and how it works in sales. The law of expectancy states that people will eventually come around to what they had originally expected would happen . . . and of course it is a bit trickier than that, but we can get to that later.

The great thing about this technique is that you don't have to ask your customer the question immediately. And if they do not respond at first, don't worry. The fact that they didn't answer shows their expectation and now with your understanding of the law of expectancy, you can start to build your sales call around what they're expecting.

This is one of those situations where pre-framing with questions makes all the difference in how well you do in the sales process. It will help you close more sales in a shorter period of time and with less effort by using key phrases in your questioning (read on).

This is a great example of how to use the law of expectancy to your advantage. Here, you are using two methods to build more value into what you know your customer wants. First, you offered them a free trial of your product. That sets up an expectation that they will definitely want more when they can see and benefit from the value your product provides for that type of problem or need.

Secondly, the free trial question puts them in a position where they have already admitted that they have that type of need . . . so now you're in a powerful position to ask them questions about it (note I didn't start with the free trial question because I knew what type of answer I would get).

It was well worth it for you to go through this whole process because you are now able to ask questions about what their needs are, what their challenges have been and how the free trial is working for them. All of these questions will help you close the sale and if things aren't working out, move on to the next prospect using your pre-framed questions.

Here are some examples of these types of questions you can ask:

What would be the biggest challenge that you have faced and how did the free trial help with that? How are things going so far? What is one thing that you found just by using your product or service and how has it impacted your life or business? What is one way to use your product or service that would be beneficial to me?

These are just a few examples of questions you can use when starting a sales call. In the next blog I will go into other ways to use these types of questions. Remember, this checklist will help you plan for any big event in your sales process.

By now you should have a good understanding of how the law of expectancy works and how to use it to your advantage. And I think we both know how important it is for you to take advantage of any situation that will help you close more sales . . . and if you can get that done with one or two questions, that’s even better.

I’d like to wrap up this post by asking, “How are you going to use this information?” You can share in the comments section below or email me at [email protected] if you're interested in keeping up with what's going on each week.

Michael Aagaard is a member of the BNI Institute, the leading business networking organization for professionals. He is also a popular speaker and has written numerous articles on sales and marketing. To learn more about BNI, visit www.bniamerica.com.

To listen to Michael's MP3 Podcasts, click here: http://www.homebusinessradio.com/audio/mp3_podcasts/podcasts_104-171-Sales_Michael_Aagaard.php or go to http://www.michaelaagaardauthor.com . Purchase Michael's book about sales success: "The Law of Expectancy for Selling." For more information, go to http://www.lawofexpectancy.com/

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The BNI Sales Strategist is published by Business Networking International, Inc., and does not necessarily reflect the views of Business Networking International, Inc., its directors, officers and employees. The BNI Sales Strategist is designed to update you with information that has been selected from various sources deemed as reliable. In exchange for this free service, we just ask that you send us your feedback and suggestions on topics that you’d like to read about. We have no affiliations with nor do we endorse any product or service mentioned in this newsletter unless we expressly state so. Our original content may include elements of opinion, commentary or satire; all of which are protected by trademark and copyright laws under U.S. and international laws.

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The BNI Sales Strategist is published by Business Networking International, Inc., and does not necessarily reflect the views of Business Networking International, Inc., its directors, officers and employees. The BNI “Sales Strategist” is designed to update you with information that has been selected from various sources deemed as reliable. In exchange for this free service, we just ask that you send us your feedback and suggestions on topics that you’d like to read about. We have no affiliations with nor do we endorse any product or service mentioned in this newsletter unless we expressly state so.

Conclusion

The Law of Expectancy for Selling is a very effective tool for creating a sales process that aims to close more sales. Have you found it as useful in your sales endeavors as I have? I hope so, because you’re investing a lot of time and energy in helping others market their business and create the income they deserve. If this information has helped, please share it with your friends and colleagues. Thanks!

To listen to Michael's MP3 Podcasts, click here: http://www.homebusinessradio.com/audio/mp3_podcasts/podcasts_104-171-Sales_Michael_Aagaard.php or go to http://www.michaelaagaardauthor.