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    Selling Outside the Square: Creative Ideas to Help YOU Make More Sales
    Selling Outside the Square: Creative Ideas to Help YOU Make More Sales
    Selling Outside the Square: Creative Ideas to Help YOU Make More Sales
    Ebook127 pages2 hours

    Selling Outside the Square: Creative Ideas to Help YOU Make More Sales

    By Robert Boog

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    About this ebook

    What causes today's average person to buy things? Is there a psychological reason? In other words, does an unconscious mental "trigger" get pulled? These are the questions that author Bob Boog asked himself, and to answer these questions, Boog first divided all the buyers in the world by their age. Then he shows how the attitudes and thought processes of the "new average buyer" have changed! "No matter what product you sell: books, real estate, cell phones, or women's shoes this book offers tips on how to market to the average buyer." "Fun to read and easy to follow, no matter what product you are selling, I would recommend this book." "This book mainly focuses on GenMe, but I believe this may apply not only to people that WANT to sell - but those that want to buy. To know the tricks that salesmen might use when trying to get you to buy a product (sometimes completely unnecessary) is a good thing."

    "All in all this is a great read. It's more of a set of negotiating tools rather than sales guide - and very well written at that."

    LanguageEnglish
    PublisherRobert Boog
    Release dateJun 4, 2013
    ISBN9781301118632
    Selling Outside the Square: Creative Ideas to Help YOU Make More Sales
    Author

    Robert Boog

    My name is Bob Boog and I pronounce "boog" like "boogie man" although someone from Holland told me the word "boog" means "bow" like a bow and arrow. I write as a hobby: Facebook posts, books, poems, songs, and screenplays - my hobbies include petting my dogs, watching movies, and hanging out with my wife & kids, friends and family.

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      Book preview

      Selling Outside the Square - Robert Boog

      Selling Outside the Square

      Creative Ideas to Help YOU Make More $ales

      By Bob Boog

      Author of Real Estate Sales from Hell

      ths international publishing

      Copyright 2012 by Robert Boog, all rights reserved

      Smashwords Edition

      No part of this book may be reproduced or transmitted in any form without the written permission of the author. If this is an electronic book, it may be optimized for viewing on a personal computer screen, but is optimally organized so that it can be printed out and assembled in a traditional book from. Since this electronic book is optimized for viewing on a personal computer screen, the type used may be larger than that of which is traditionally utilized in printed books.

      Cover art: by Robert Boog

      Contents

      A Different Perspective

      Selling Inside the Square Explained

      Trigger #1: Give a Reason Why

      Trigger #2: Ask Statement-Questions

      Trigger #3: Use Stories to Sell

      Trigger #4: Deftly Answering Objections

      Trigger #5: Use Curiosity

      Trigger #6: Commitment and Consistency

      Trigger #7: The Scarcity Principle

      Trigger # 8: Social Proof

      Trigger # 9: Reciprocation

      Trigger # 10: Authority

      Trigger #11: Just Like Me!

      Trigger #12: Tell the Truth!

      Selling Outside the Square Humor

      Six Laws for Selling Outside the Square

      Conclusion: Where to Go from Here?

      Bonus: Seven Creative Thinking Questions

      Helpful Resources

      Other Books by Bob Boog

      Disclaimer

      A Different Perspective

      There was once a wife who asked her husband, Honey, could you please go shopping for me and buy one carton of milk and if they have avocados, get six?

      A short time later, the husband returned with six cartons of milk. The wife asked him, Why did you buy six cartons of milk? The husband replied, Because they had avocados.

      Obviously the wife assumed that the husband would bring one carton of milk and six avocados. Yet the husband had thought that she meant, If they have avocados bring me back six cartons of milk.

      Some women will probably read this and think, Oh my God, that just proves how stupid some men can be.

      While some men might view this as, What’s the big deal? He did follow her directions, didn’t he?

      Chalk it up to having different perspectives.

      Likewise, my selling point of view might be different than yours. I have been involved in selling real estate full-time for over 30 years.

      Right now, some of you might be thinking, Wow, that’s a long time. I might learn something. Others might be wondering, Will this book be useful to me? I don’t plan on buying or selling real estate – and I’m not a realtor.

      For this reason, I appreciate that you are giving me a chance. After all, you may have made more sales than me. You are probably a little lot smarter than me too (after all, I do sell real estate.)

      But during my time on this planet, I have asked a number of dumb questions that some folks have called interesting or unique More than one person has said to me, Gee, I never considered that before.

      And it wasn’t just some floozy straggling out of the bar near my office who has said this. Sober people have also made this comment!

      When I was a young boy, for example, watching The Wizard of Oz on TV was a big deal in our family. We would visit my grandmother to watch the movie at her home because she owned a color TV. Half of the movie was in color and that was a big deal back then.

      Anyway, one time after watching this movie, I asked a simple question: Why would the Wicked Witch of the West keep a bucket of water in the kitchen with all those flying monkeys buzzing around? It doesn’t make sense. One angry monkey could easily douse her and cause her to melt.

      Thanks for ruining the movie, griped my older brother.

      When I attended Catholic school, I asked a dumb question about the Bible that stunned many fellow students when I uttered it. Even my teacher said she had never considered it before. I asked my teacher: Why did God create man twice?

      She said, What do you mean?

      Well, in Chapter One of the Bible, I explained, It reads, ‘God created man in His own image, let them have dominion over the fish of the sea, man and woman created he them he.’

      Yes, she said. What is your point?

      Well then in Chapter Two, I continued, God makes Adam and Eve. So why did God create man twice? I mean, He had already created man in Chapter One on the sixth day, therefore it doesn’t make sense to do it again in Chapter Two, does it?

      My teacher answered with, I never really thought of that. Class, let’s move on to social studies.

      Gee, thanks for ruining my creation beliefs, I can almost hear someone mutter.

      When I first started selling real estate, I was taught to show a buyer three homes with the last one being the best one. Then I was supposed to bring those clients back to the office and have a lender discuss financing the purchase.

      So I asked this dumb question, What if the buyer doesn’t qualify for the loan? No problem. I was told that this would never happen.

      I was told that a buyer would always find the money, or borrow it from a wealthy relative. Fast forward to the day when my buyers didn’t qualify. They did NOT have any solvent relatives either.

      After that experience, before I showed homes to a buyer, I had a lender run their credit and/or get the clients preapproved for their financing first. Then, knowing that I had a qualified customer, rather than speeding back to the office, I would stop at a fancy, upscale restaurant (Umm, McDonald’s) where I would buy them McDonald’s special brew of ultra-hot coffee.

      They would blow on the coffee and chit-chat while their kids played on the playground and I would dutifully write up the paperwork.

      I started doing this some 28+ years ago and I sold a number of homes this way. It’s funny too because nowadays almost every real estate agent I know will prequalify their clients before showing them property.

      Yet, when I explained this technique in my book, Selling Homes 1-2-3, about 20 years ago, I took a lot of flack. Some folks told me that I was crazy. I could lose good buyers by making them fax a credit authorization to get them prequalified first. I was pushing the envelope and thinking outside the box. My how times have changed!

      Your sales market may be poles apart from my real estate market and I respect that. And because your time is valuable, I want you to know what makes this book different.

      See, I enjoy reading sales books that teach techniques about leading a buyer to make a buying decision. I am also a sucker for books that help motivate me to make more sales. I even have a weakness for books on selling that have rich or millionaire in their titles. I study the art of selling because I want to know how to sell better, but one day I asked myself a dumb question: What

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