Loading When you’re talking to your buyer via media (letter, e-mail, video, etc.) or in a sales presentation your buyer is going to have questions that he or she needs to have answered.
Now here is the key. Sometimes, and I would say most of the time, your buyer is not going to know what all these questions are. And if they do, they are not going to know how to enunciate these things.
Here are some unasked questions.
What risk do I have?
Is there a guarantee?
And… Why should I do business with you versus anyone else?
Subconscious thoughts often kill sales. And if you don’t systematically destroy these subconscious or unconscious objections, chances are you are going to really struggle in selling your product.
The same things exists in your marketing. So understand your buyer’s psychology. Study their mind, their habits, their information.
