The Art of Selling at SG Invest Fair

Show your own investment

First, establish your own credibility. Reassure them that whatever they are about to hear next are all backed by experience. As they say, you need to believe in the product you’re selling. The best way is be a customer yourself. Some sellers first began the conversation by telling me that they themselves are investors of the product, or were convinced by their families and friends after seeing for themselves how they have personally benefited.

Be confident, or at least appear so

I didn’t really meet any seller that wasn’t confident of what they were selling. Even if they were, they are not supposed to show it. I was dumped with a lot of facts that I haven’t had the chance to verify, but they appeared to be very convincing and it was as though returns were almost guaranteed. They made me entertain the idea that if I invested, I’d be getting much so more compared to if I had done a deal with their competitors. They were really good at making people ‘excited’

Phrase your words carefully

“Over here, we don’t call them ‘bla bla bla’ – instead, we see it as ‘fill-in-the-blanks'”
Very often when I tried to paraphrase their statements, I got corrected because I wasn’t using the right terms. “It would be inaccurate to say that there are no risks…” They were often very careful about revealing certain terms and conditions unless asked or probed. 😛 Duh.

Make it urgent

None of them let me leave their booths without asking for my contact details. There were also several perks if I left an “expression of interest”, eg. 1% gain bonus, free seminars and updates. Because of new DNC regulations, they were careful to sure I was OK with giving my number.. because 1 complaint equates to a $10,000 fine. LOL

Before I decided whose words to trust, I tend to ask the sellers themselves some personal questions. Some of whom were happy to share and some were more defensive. For me, I asked about their motivation to join their company, why their choice in investing in e.g. property over crude oil/wine/gold, how much they’ve personally invested, what they were doing prior to this role, and whether or not they have personally seen the plot of land for themselves.

There was one seller at the Walton booth who really impressed me with his sharing, because most importantly the conversation seemed genuine and he didn’t take us as three ignorant girls coming to the booth to pass time. In fact, he was happy that we were asking him questions, and told us his career background, how he got started, how he bought the investments for his niece/nephews to teach them the value of money, what local/overseas properties he has bought, and why he thinks now is not a good time to buy  local property. Which we really appreciated and felt he was more ‘believable’ than the others – simply because the way he delivered his content appeared to be very sincere and never did he once make us feel like we were asking stupid questions just because we were less informed.

This reminds me of a recent trip to Pure Fitness at Asia Square where a Cardio Sculpt instructor called M. mocked me at my first lesson to not “daydream” just because I was a beat slower than the rest, and said “seriously?” when I picked light weights not knowing the intensity to anticipate – oh, how encouraging!!

The moral of the story is very simple. Want to be liked? Be nice (from the inside). Be sincere, and be genuine.

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