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    Psichology of Selling

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    Alvaro Echevarria
    The document discusses the psychology of selling in two stages. The first stage is separation, where the salesperson creates a gap between a prospect's current and desired situations by subtly shifting their perspective to see this gap. This is done through storytelling, imagery, questions, and appealing to emotions. Once a gap is formed, prospects are more receptive. The second stage is to bridge the gap by presenting the product or service as the solution that connects them to their ideal future reality.

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    Psichology of Selling

    Uploaded by

    Alvaro Echevarria
    22 views13 pages
    The document discusses the psychology of selling in two stages. The first stage is separation, where the salesperson creates a gap between a prospect's current and desired situations by subtly shifting their perspective to see this gap. This is done through storytelling, imagery, questions, and appealing to emotions. Once a gap is formed, prospects are more receptive. The second stage is to bridge the gap by presenting the product or service as the solution that connects them to their ideal future reality.

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    psichology of selling

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    The document discusses the psychology of selling in two stages. The first stage is separation, where the salesperson creates a gap between a prospect's current and desired situations by subtly shifting their perspective to see this gap. This is done through storytelling, imagery, questions, and appealing to emotions. Once a gap is formed, prospects are more receptive. The second stage is to bridge the gap by presenting the product or service as the solution that connects them to their ideal future reality.

    Copyright:

    © All Rights Reserved
    Download as PDF, TXT or read online from Scribd
    Flag for inappropriate content
    Download as pdf or txt
    22 views13 pages

    Psichology of Selling

    Uploaded by

    Alvaro Echevarria
    The document discusses the psychology of selling in two stages. The first stage is separation, where the salesperson creates a gap between a prospect's current and desired situations by subtly shifting their perspective to see this gap. This is done through storytelling, imagery, questions, and appealing to emotions. Once a gap is formed, prospects are more receptive. The second stage is to bridge the gap by presenting the product or service as the solution that connects them to their ideal future reality.

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    of 13

    THE PSYCHOLOGY

    OF SELLING
    The bridge

    Current
    Desired

    situation situation

    The gap

    by Josue Valles
    STAGE 1
    SEPARATION
    The art of selling is about separation;

    distancing your prospect from their

    current reality and moving them

    toward something new.


    In their world, their desires are merged with their

    current situation.

    They can't see a distance between their current

    reality and the things they want.

    Current
    Desired

    situation situation
    To sell, you must create that distance.

    Current
    Desired

    situation situation
    Slowly and subtly, you must shift their perspective

    until they see a gap between who they are and

    who they could be.

    Current
    Desired

    situation situation
    You can do so through storytelling, imagery,

    metaphors, and emotional appeals.

    Current
    Desired

    situation situation
    Use language that reflects the contrast between the

    old (status quo) and the new (growth).

    Current
    Desired

    situation situation
    Questions also play a crucial role in this process.

    The right questions act as a springboard for your

    prospect to dream and see the gap between where

    they are and where they want to be.

    Current
    Desired

    situation situation
    Once you achieve this separation, prospects enter an

    "agitated" state and are more receptive to your sales

    pitch.

    The bigger the gap between the old and new, the

    better the sale.

    The gap

    Current
    Desired

    situation situation
    STAGE 2
    BRIDGE THE GAP
    Now you must build a bridge to connect the

    gap.

    This is where you present your product,

    service, or idea.

    No matter what you're selling, the key is to

    link your product or service with your

    prospect's ideal future reality.


    The most seductive marketing is a blend of curiosity

    and desire, built on the art of selling.

    The bridge

    Current
    Desired

    situation situation

    The gap

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