When influencing others, demonstrations can dramatically speed the buying process. Years ago, when I worked in the oil industry, a chemical supplier explained that he had a new form of acid inhibitor that was particularly effective. HE brought reams of literature and clinical studies. But rather than get heavily into the paperwork, there in our corporate boardroom he took a sample of hydrchloric acid, mixed it with his new inhibitor, then poured it onto his bare hand. Since his flesh didn't melt off, we realized the stuff was pretty good. Sold.
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Jeff Mowatt, B.Comm., CSP is a professional speaker and best-selling author who works with organizations who want to strengthen customer loyalty, increase spending per customer, and recharge customer service teamwork. To inquire about engaging Jeff for your team, email us at info@jeffmowatt.com or call toll free 1-800-JMowatt (566-9288). Web: www.JeffMowatt.com
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