Lots of interesting comments on the blog from yesterday’s post. I also laid into a few people, so if you want to check it out, go to http://blog.kingofcopy.com/2008/08/seductive-or-sleazy-whats-your-take.html

Today let’s talk about some more ways of leveraging or “massaging” your prospects behavior and actions.

Again, here’s a story that’ll show you what I mean. You’ve probably heard it before.

Father comes home from work and sees his high-school daughter has left him a note on the table. Rips open the envelope and the note says something like this:

“Dad,

I’ve been meaning to tell you this for a while, but things just happened so suddenly. You know that guy I started dating a few months ago, who you didn’t particularly like? Yes, the one who was arrested for drunk and disorderly last year — well, he and I actually started getting pretty serious.

I mean REAL serious. We wee talking about getting married, but that’s going to have to wait until after the baby now. Yes dad, I’m pregnant and we’re going to have a little girl. Imagine, your first granddaughter! She’ll be the first born American on Loco’s side of the family, which means Loco AND his 7 brothers now ALL get to stay here in America.

We figure they’ll move in with us for a while after the baby’s born, just to help us out and stuff.

As for money, Loco just got fired but I’ll probably be able to waitress nights, and he can watch the baby during the day when I’m sleeping.

Won’t that be cool?

Loco’s dad should be getting out of jail just before the baby’s born, so you guys will have lots to talk about.

Dad, you know what?

Don’t worry — none of this is real. I just wanted to tell you I failed my Chemistry class and I didn’t know how to tell you without getting you angry at me.

Love, Sarah”

See what’s going on here, right?

O.K. then, how can you use this in sales?

Well… let’s look at two different ways.

One, obviously… is pricing. When you’re making your offer and building things up, keep focusing on a price much much higher than your actual price. Then, once you actually sell your product, since your real price is much lower, you’re coming in way under expectations, and people will feel they’re getting a bargain.

Sort of like the story I just told you about the father and daughter. The actual “cost” was much lower than the dad thought. He thought things were much worse than they actually were and so he was pleased she just failed a class and didn’t fail in her life.

The second thing you can do, is to sort of “prep” your prospect for the answer you want them to give you.

So for instance, you might say something like this:

“If you had to guess, what do you think something like this would be worth?

$100? $500? Or maybe more like $250?”

The last answer is the one you want your prospect to come up with, and so you just back into these numbers from the answer you’re looking for.

Make sense?

There are just tons of things like this, that use human nature and the power of habits and expectations, that let you sell LOTS more and make you a small fortune along the way.

Look for them, always. These are the true selling secrets of the masters. Knowing how people behave makes every other skill you have, that much more valuable, and that much more powerful.

Use them often… and use them wisely.

Oh, I just got this lovely note from Ashley Latter, who’s from Manchester. Ashley’s a very successful author and marketing and business coach over in the UK, who’s well-known in the Dental marketplace. Here’s what he had to say:

“Hi Mate, I hope you are well.

This is no bullshit, because I have not got time/hardly ever write testimonials letters, but I am enjoying fully your newsletters and your Seductive Selling System. I like your style and your ideas are superb. It certainly is making me think. I am re-writing my website, adverts, brochures etc.

Every piece of Marketing/Newsletter that goes out, gets an offer/deadline and I always use the phrase, ‘we have only a few places left,’ which works well.

So thanks Craig. I am happy for you to use my details for a testimonial if you need to.”

You only have FOUR DAYS LEFT to check out this month’s issue of Seductive Selling, which includes two examples of marketing campaigns that were literally “cloned” off a world-famous campaign you’re definitely familiar with. And as you know, modeling what you’re selling off of something that’s already successful, is one of the fastest ways to short-cut your success.

So find out what Ashley is all hepped up about, along with folks in 12 other countries around the world, and get this month’s issue free, along with 15 REAL bonus gifts, with your free test-drive of Seductive Selling at http://www.kingofcopy.com/ssnl

Now go sell something, Craig Garber

P.S. Make SURE you watch the goofy Video, too!: http://www.kingofcopy.com/ssnl

And for the Seductive Selling System, go to http://www.kingofcopy.com/seductive

Comments? Leave them here on my blog — I want to know what you’re thinking: