One of the biggest failures in the sales process is failing to immediately get the attention of your listeners. Every person has a level of sales resistance. Sales resistance is the mental story going on in their minds while the sales process is going on. They are trying to decide if they trust you, if they trust the product, and much more. If you fail to get their attention immediately you may lose them.

There are many ways of accomplishing this task. Many sales people will hit with a hard sales technique and try to overwhelm the customer. The problem with this is most customers are looking for what is in it for them. If you don’t answer that problem a sale will never be made. So let’s look at a couple effective methods.

The most effective that I feel is offering a solution to a problem. Everyone has frustrations. If you have a product that effectively offers a solution to those frustrations then you may have success. Offer solutions.

Use a piece of genuine news. You can use medical journals or your daily newspaper to learn about issues that your product can solve. A cleaning product might greatly reduce the effects of the flu virus that has so many people nervous. You can go to a source and quote that source and once again, offer a solution.

Look for a common appeal with your audience. If you have an entertainment product you could boast of the amazing life like sound. Everyone enjoys a movie more when there is a powerful soundtrack.

A promise of savings is always a great way to get your potential customers approval. A product that pays for itself and puts money in your customers pocket is always of value. Take time to research the money saving features and tell your audience about it.

A personal appeal to your listener’s emotions or values is another way to grab attention. Everyone has values that are important to them. Making an appeal to these values and emotions is an effective method. An example would be a product that would help parents with children having bad allergies. Your product may be the solution to allot of sleepless nights.

A sample would grab attention quickly. One of the highlights of visiting my local warehouse club and tasting some of the amazing products they sample. Many times I have walked out with a case of their tasty treats.

Effectively getting the attention of your audience can be the difference between success and failure. Taking the time to look at your product through your customer’s eyes will help you come up with the best method for you and representation of your product.