Here’s the beauty of seeding: If planted correctly, the seeds will start to sprout, then you can make them rapidly grow and take hold of the minds of your pros- pects on demand. Soon, the thought you originally planted will bloom, and the pros- pect will believe the idea they now have is their own. Read that last sentence again and let it sink in. The prospect will believe that the idea they now have is their own. Selling at the highest level is making the prospect conclude that they must buy what you’re offering and that they discovered the solution to their problem. Let me give you a real example that I use in almost every group sales presentation I do. My goal with this is to overcome the “I can’t afford it” objection. Here is what I say: “I remember thinking I can’t afford to buy Magnetic Market- ing. Even though it was only $279, I was deep in credit card debt and making almost no money, so $279 seemed like a huge amount of money. But then I remembered
something I read where the author said, ‘Successful people invest in themselves and their education.’ And they do it before they can afford it, and that’s how they become successful. “Well, I knew that if I wanted to be successful, I needed to do what successful people do, so I invested in myself and bought Magnetic Marketing.” While those words look simple on paper, they are powerful and represent a “master class” in seeding. First, in this particular case, I am seeding the sale of Magnetic Marketing, which is the product I am selling. Second, I am planted a seed in the prospects’ minds that “suc- cessful people invest in them- selves and their education.” Third, I plant in their minds, “To be successful, I need to do what successful people do.” Now here is a mucho important point: I am indirectly telling my pros- pect these things by telling a true story about myself. I am NOT telling them what I want them to believe directly. If I did that, their “He’s trying to sell me” defense would come up, and they would resist what I’m saying. Instead, I am planting a seed in their subconscious mind. My
statements fly past their con- scious radar and resistance. Later on, when I get into the close, what thought springs to the prospects’ minds? “Even though I don’t think I can afford this, I must buy it because I want to be successful, and that’s what a successful person would do.” But then, I make the offer al- most irresistible to the prospect by firing off the anchor. Yeah, this could be dangerous stuff in the wrong hands, but if you sell a quality product or service that genuinely helps your prospect get what they want, then seeding is one of the most powerful tools in your one-to- many selling arsenal. Use your powers only for good. Kick butt, make mucho “DEEnero!”
–Dave “The Farmer” Dee
Dave Dee helps professional service providers attract more clients and make more money without spending more on mar- keting. To get a free micro-train- ing titled, “How To Attract More Clients With Short-Form Webi- nars: A Streamlined, Automated Client Attraction Machine,” go to UltimateWebinarSystem.com.
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