At every step in the process you need to re-assess your understanding of the prospects BANTC [Budget, Authority, Need, Timing, Competition]. This is your sales compass. Just like a sailor would be lost in sea without a compass, you will be clueless without BANTC.
1. Understand the Buyer's Brain — Sales are emotional first and logical second. Buyers make decisions based on feelings and then justify them with logic.
2. Build Trust Quickly — Trust is the foundation of any sale. Use genuine communication, transparency, and consistency to establish credibility with buyers.
3. Leverage the Power of First Impressions — The brain makes snap judgments within seconds. Create a positive first impression by being approachable, confident, and professional.
4. Focus on the Buyer's Pain Points — Understanding and addressing the buyer's challenges and needs is more effective than simply promoting product features.
5. Engage Emotionally — Stories, visuals, and relatable anecdotes tap into the emotional brain, making your pitch more memorable and persuasive.
6. Use the Reciprocity Principle — Humans are wired to return favors. Offering value upfront—such as advice, resources, or insights—encourages buyers to reciprocate with trust or engagement.
7. Simplify Your Message — The human brain avoids complexity. A clear, concise pitch resonates more effectively than an overly detailed explanation.
8. Harness Social Proof — The brain is influenced by others' experiences. Share testimonials, reviews, and case studies to demonstrate credibility and success.
9. Create a Sense of Urgency —- Scarcity and time-sensitive opportunities activate the buyer's decision-making processes. Highlight limited availability or potential loss.
10. Focus on Long-Term Relationships — Repeat customers and referrals come from nurturing relationships. Show genuine care, follow up, and remain engaged even after the sale.