How to sell more learning from infomercials

Sales training and implementation: Many times sales people look to sales training to help them out and increase their sales.  There are times where a salesperson just needs to see another sales person do what they have learned:

 

For you to increase your ability to get more business you will have to change up some of your processes and look at things that you may not have considered before.

 

Sales training and infomercials: Of all of the places that you can learn how to sell more from some of them just may be free but you will have to stay up for a little late night adventure. While watching the infomercial there are a few things that you will want to watch out for:

  • ·         What order they present the information in
  • ·         How they package the message or frame the story
  • ·         How the interactions work out between those in the infomercial

 

[youtube]http://www.youtube.com/watch?v=bAOqsENbw1o[/youtube]

 

Sales training to learn how to sell more from an infomercial

As you watch a persuasive infomercial know and understand that the people who have scripted these shows understand the principals of persuasion and know how to get people to buy. You will want to watch the order that the information is presented in. You will see that they talk about a few items first.

  1. 1.      They reveal a pain that you didn’t know or feel that you had
  2. 2.      They aggravate the pain and make it worse
  3. 3.      The show the pain can be alleviated
  4. 4.      Show the product and how it was made
  5. 5.      Give an offer
  6. 6.      Stack the cool and make the offer cooler
  7. 7.      Take the order

 

Many times sales people forget that they have what looks like a commodity in the minds of the buyer, they say the same things as their competition and really just throw technical information.

 

Infomercials and sales training, how to package the message

When the producers set up the infomercial they know and understand how to make the story line flow. If there are people interacting the whole conversation is really cool and really easy. The people will seem like friends.

 

One of the best infomercials that does this really well is one of the first 30 minute sets for the magic bullet. In the series for this blender there are friends who get up in the morning and talk slightly about their hangovers from the night before. The interaction almost feels real and as a viewer it is really easy to get sucked in to what the conversation is because for the most part most people can relate.

If you can make your buyer or perspective client relate to the situation it will make it easier for them to take your recommendations of what to buy.

 

How to sell more, show them how they could use it

One of the things that the infomercials do is that they give plenty of examples of how the viewer can use the product and while some of the ideas that are presented may sound ridiculous it starts to set the stage that there is versatility and you as the buyer may start thinking to yourself “yes I really do need this product”.

 

This is where the infomercial gets the perspective client engaged with so many ideas.

 

Next up is the money…

 

How much would you expect to pay for this item… and the number is really high and you are thinking “there is no way I would pay this much for this product”

 

…and then they say well it would not be x amount, y amount or even z amount its this much money but it gets better we can separate it out into 3 easy payments of…

 

… and we can even rush ship it to you….

 

Once again you think who would want this rush shipped what am I missing out on.

 

Priming and selling more

When the infomercial starts raising the price on the object they are starting with a high umber so that when they say the lower number your brain says to itself “its really not that much compared to the super huge number that they used earlier” this number game helps prepare your mind for what you will really pay.

 

When the amount is broken down into smaller payments you get the effect once again.

 

The rush shipping is set up for social proof that other people want this product now no matter how strange it may be.

 

Then the added step…

 

If operators are busy please call back…

 

This is one more layer of social proof. It may very well be that there is only one person answering the phone calls.

How to sell more with infomercials and your products

Now you must take what you have learned about the infomercials and then implement the ideas into your industry or service.

 

One last item is stacking the cool. This is a term that Frank Kern uses to explain that you add more bonus items to the project or service to give the feeling of more…

 

…. Maybe an extended warranty

 

….. a few hours of coaching

 

….. an evaluation of a product or service

 

….. 6 months of help desk

 

People love free stuff just go somewhere where even junk items are being handed out and there will be a near riot to get the product that really has no value.

 

You job when stacking the cool is to give an item(s) away that is really cool.

 

Infomercials and making more money through sales:

Whatever infomercial that you watch to learn how to make more sales jot down some ideas as the show is going then go back later and figure out how to make the idea work for you. You may even want to have a brainstorming session with your sales team and watch the show together you may just come up with some new ideas of how to sell more product using some principals of persuasion that you have learned.

 

There are plenty of places to learn about persuasion, this CD set will give you the foundation of what you need to know when it comes to the Science of influence.

 

As Always I would like to thank you for your comments and or questions about How to sell more using infomercials:

 

 

Now go implement!

 

 

 

Scott Sylvan Bell

 

 

Persuasion expert Scott Sylvan Bell explains how to sell more using infomercials: Video credit

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