MONEY FOR NOTHING

One of the biggest rock hits of the 80’s was “Money For Nothing” by Dire Straits. Chances are good you’ve heard it once or twice....at least!

It featured a rockin’ guitar intro, a falsetto guest vocal from Sting proclaiming “I want my MTV”, and some clever lyrics about the seemingly effortless ‘work’ of popular music artists.

What most people don’t know is that Mark Knopfler, the band’s leader and lyricist, actually didn’t have to do much writing.

Knopfler overheard a conversation in an electronics store where two employees were discussing what they saw on the televisions displayed in the showroom, all of which were tuned to MTV. So he quickly jotted down the banter, then repeated it virtually word-for-word in the song. The song become a big hit because virtually anyone who isn’t a rock star could easily relate to the message.

Unknowingly, Knopfler tapped into one of the strongest selling techniques in the word, and you can use it to make selling easier than ever.

The technique is simply this: speak your customer’s language!

If you talk too far above a customer, you’ll lose them. Ditto if you talk beneath them.

In retail, try to match the verbal style of your customer as closely as you can, and they will be more comfortable and open with you. Repeat some of the same phrases they use and you will help them trust you to guide them in making the right purchase.

If you sell to companies, do a little research on their industry and make sure you use some of the same terminology they typically encounter every day. This suggests to prospects that you are knowledgeable about their unique business and might have valuable insights to share.

The truth is there is no such thing as ‘money for nothing’; but, when you mirror and match your customer's language, you’ll start closing more business than you would without it.

Comments

[Don]

True enough. The question is, how do you this and remain true to yourself? Because your customer will see through you in a flash if you're not sincere about it.

[Santana]

Mark Knopfler is one of the best singers for me, and without doubt, for a lot of other people. I fall in love with this singer's music this is a long time and his style affects me so deeply. I attended many of his concerts and it's there where I realized that I’m not the only who loves this awesome singer, and I notices that his music has great effects on people. This popularity causes trouble for his lovers, including me; because in each concert it becomes so hard to find a ticket then the ticket brokers find the opportunity to sky rock prices. A friend of mine recommended me website where to compare ticket prices before booking. And I think it may be useful for you. Here it is:
http://www.ticketwood.com/concerts/Mark-Knopfler-Tickets/index.php