Sales Tip

Basic tips on getting forms filled in.

1. ALWAYS GIVE A REASON!

Think of the 6 R's of forms: Reasons Reduce Resistance Reducing Rubbish Results.
If they don't know how it's going to help them, they are more likely to miss details and sections on the form.

2. TELL THEM WHAT'S NEXT!

Fear of the unknown will prevent prospects, clients and customers from completing paperwork. What happens once the paperwork is done? Let them know!

3. GET PERMISSSION!

Better results will be obtained by checking that they are happy with what you are asking them to do, rather than just assuming.

4. GIVE THE PEN BEFORE THE PAPER!

Handing the pen to them will prepare their brain for writing. Give the form first, and the brain questions why they have a form in their hand. Putting the pen on the table or sliding it to them is not good either, as they will feel as though a challenge has been put down. Put it in their hand!

5. USE YOUR NON VERBALS!

Whilst explaining why the form should be filled in, keep smilling and nodding.  This  will reinforce at a subconscious level that they are doing the right thing.

6. GIVE THEM SOME SPACE!

They will feel rushed if you hover over them. This will make them more likely to leave sections of the form out. Allow them some time and space to complete the form. A private area, preferably seated is best.

7. DON'T CALL IT A FORM!

Talk about what it does or how it helps them, rather than simply calling it a form. "To save sometime, first we will run through some of your details..." instead of "First fill in this form"

If you want to find out more ways to help your business, reduce staff fear and increase the buying temperature, contact NSA!