How To Close Sales Using This Formula

I was thinking the other evening about some ways that we could improve our communications with our customers that we are trying to sell, so I thought why not share them with other people that are involved sales...so here goes:

You probably read wher Robert Bly author of the timeless THE COPYWRITER'S HANDBOOK (hENRY hOLT AND cOM,PANY, 1990, tells us what an ad must do to convince you to buy. It;s a four step process known as as the AIDA formula AIDA STANDS FOR n Get Attentionn Capture Interestn Create Desiren Call to actionn
Well I have used this formula over and over again..it works
Let's look at the word DESIREn Desire is created when you: Show why the person needs you
Show how you can satisfy the need
Prove your superiority in fullfilling the need
When your efforet to create desire is peruasive, the buyer will want to own the product (your services)

My decision to buy a product is driven by different needsnand wants such as the following:
Prestigen Securityn Conveniencen Comfort his motivastion
Funn Healthn Greedn Guiltn Vanityn People spend their discretionary income on every type of items....
Let's say you were trying to get hired by an employer, his motivation to hire you might for some to the following reasons: Make money..Save money..Save time..Make work easier..Solve a specific problem..Be more competitive...Build relationships/asn image/Expand Business/Attract new customers/Retain existing customers. Just a few tips to help yopu close more..
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