“Use the Law of Polarity and switch it and make it the reason which they should be buying.” – Mark Maurer in today’s Tip 575
How about you? Have you used the Law of Polarity in sales?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Mark Maurer. Mark is the all-time sales leader for the Diamante San Lucas. He’s great at creating quick rapport and trust and has converted over $30 million dollars in one time, face to face meetings. He’s also the author of Master of the Sales Universe. Here he is:
Mark Maurer: Hi Mark Maurer here, author of Master of the Sells Universe. Have a sales tip for you for today and it comes from the chapter of the Law of Polarity. The Law of Polarity says that everything that exists comes with polar extremes. Like a size, big to small. So the way we can use the Law of Polarity in sales, one way is to use it. And a great example is right now during this whole pandemic and shut down situation, is that the thing that your customer has an objection. You can actually use the Law of Polarity and switch it and make it the reason which they should be buying. So for example, there are many companies who are making adjustments to create more compelling situations, to attract more customers, whether it’s lowering the price or changing benefits or features. And so you can take those types of sales arrows and take them out of your quiver and use them in an inappropriate way. So for example, if you’ve got your customer and they’re saying, “Well, you know, this isn’t really a good time because of the COVID.” You can actually switch that around and say, “Actually right now is the very best time to buy my product because of that reason.” So you can use that for any objection that comes up. Whether it’s if you’re selling timeshares and they say, “Well, you know, we just don’t go on a lot of vacations.” “Well, that’s the exact reason why you should be doing this. So you would be able to go and enjoy your life and go on more vacations.” So whatever the objection is, we can turn it around when we would the knowledge understand how to and apply the Law of Polarity. So hope that helps and gives you a little bit of something to think about today.
Scott Ingram: You can learn more about Mark at DailySales.Tips/575 and there you’ll find a link to purchase his book: “Master of the Sales Universe” where you can learn how to apply the natural laws effectively to increase sales mastery and further create success in your sales career.
Once you’ve checked that out. Be sure to come back tomorrow for another great sales tip. Thanks for listening!