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  The Indifference Factor In Sales  
 
Indifference is probably the most effective of all 4  impulse factors. I have made an incredible amount of money on my ability to convey indifference alone! If you are able to portray GENUINE indifference to your prospects, they will be compelled to buy now. This is a basic psychological fact and to deny it is just absurd. If you want to compete with the big boys then you must master indifference in your sales pitch. There's just no way around it.

Indifference is best portrayed non verbally, it is instilled in the reader by the context of your written words on a sales page and not by the actual words themselves. Face to face or in “copy”, indifference is basically something you imply. The best way I can explain this is by saying that indifference is the “It doesn’t matter to me.” or “I don’t care.” attitude. It’s the aura that you project which makes the prospect feel like it’s of no worry to you if they choose not to buy. INDIFFERENCE IS VERY IMPORTANT IN SALES!

Indifference is the opposite of being overzealous or begging for the sale. It is the cool, nonchalant persona of “Fonzy” from the television show “Happy Days.” This is extremely powerful simply because you are making the prospect feel like you don’t care if they miss out on the product. Your job is just to show them the product and nothing more.

People inherently want what they can’t have. That is a basic psychological fact. That being said, if you make it too easy for them to have it or you try to push it upon them, they won’t want it.

“You have to PULL the string...  Not PUSH it!”

For example, if you’re struggling to hit a goal, you’re probably frustrated and showing it all over your face. You have lost all of your indifference. All the customer sees in your face is desperation, “please buy this from me.” You have to keep your business posture at all times and remain indifferent about the sale.

Many times, marketers and sales people make the mistake of getting overly excited when they feel they have a prospect on the hook. It’s just like fishing, you cant just vigorously reel in the line at the first sign of a nibble. You have to let the fish completely swallow the hook so you can securely reel them in.

Experience has proven to me, that on the days where I was care free about hitting a goal I made more sales. That’s because I didn’t have desperation written all over my face.

It’s because I set out those days with fun on my mind. My body language was telling people: “I don't care if you buy from me or not.”  People will be drawn to that type of attitude and behaviour. Prospects will want to buy from you just because they like who you are.  I've had people buy from me when they didn't even need or want my product.  

Did you ever have a crush on someone in school but the more you tried to talk to them the more they played hard to get?  Then when you gave up on them and moved your attention to someone else suddenly the first person pops up and shows interest in you? That’s because you became indifferent to them and people inherently want what they can’t have!

Info-infomercials and home shopping channels use indifference by displaying a picture of the next product that they will be selling. Almost as if to say “It doesn’t matter if you don’t buy this because we’re about to move on to something else here anyway…”

“We’re just about done with this item but don’t worry because coming up we have …. ”
Again this is impulse building through indifference, they are not done selling this product yet but they are already talking to you about the next one.





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