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Effective Planning And Pursuits
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  The Greed Factor In Sales  
 
Greed factor has played a HUGE role in my sales success. This is because...People are greedy!  Not in a bad way but more so in a competitive way. Ever hear of the saying, “keep up with the Jones'?” Why is that? Everyone wants what someone else has. People love to buy things but they hate the thought of “being sold” they are inherently afraid of making a bad decision. As sales professionals we must capitalize on this basic fact. The general public will feel “Safer” buying from you, once they understand that they are not alone in their decision. I learned a long time ago that: “No one wants to be the first one on the dance floor!”

Why is it that sometimes when driving down a street you notice that five houses have basketball hoops in the driveway? I'll tell you why... Little Bobby goes home crying for a basketball hoop because Timmy down the street has one. We’ve always gotta keep up with the Jones’!

So many sales are generated because of the greed factor.  It is simple to portray with phrases like:

“Everyone is getting one.”
or
“Your neighbor Cindy down the street just got one.”

People want to be able to say, “I got one too!” No one wants to be the only person who didn't buy your product. Often they even want to out do the neighbors and buy more than one.

On an Internet sales page we create Greed factor with testimonials. Subconsciously, the prospect is feeling like they have to get in on the action. “If someone else is doing it I’d better jump on the band wagon!” Also, many website marketers use a click counter at the bottom of the page so prospects can formulate their own idea of how many people have already visited and purchase from the website.

I’d have to say that using the greed factor probably doubled my daily sales when I was going door to door. And I’ve heard dozens of Internet marketers say that their product sales sky rocketed when they added testimonials to their sales pages.
 
I can even remember seeing greed factor take place on the dance floor when I was a DJ. Everyone has been drinking a little bit, everyone is bopping there heads and grooving to the music but no one is dancing. Then as soon as one brave couple starts dancing, the floor gets packed! No one wants to be the first one on the dance floor. Remember that and use it. You'll thank me later.





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