My first job out of college was knocking on doors and selling shitty cable and internet door to door. Robert Kiyosaki’s book Rich Dad, Poor Dad recommended getting a job in direct sales, but I never thought I would actually do it.
So for an entire year I walked from house to house battling the scorching summer heat, numbing winter cold, and angry spring thunderstorms. I have nothing against fall, it kicks ass and was the only tolerable season for that job.
This was more than just a door to door sales job though. It was a management training program that taught me priceless skills like teaching, training, creating personal relationships, public speaking, and leading from the front.
I also grew tough skin from people telling me to fuck off, others verbally threatening me, and some pulling guns on me.
I heard “no” 20x a day, but I had to keep my attitude.
Obviously this sounds like a shitty job, but a job that I will forever be grateful for because it taught me hard knock lessons and skills that can’t be taught in classrooms or books.
In this post, we are going to talk about a concept I learned at that job that I still use everyday to make money.
The 4 Impulse Factors that Lube Deals
Ready to open Pandoras Box?
An easy acronym to remember these impulse factors is JIFS.
NOTE: I don’t sell door-to-door anymore. Instead, I use the 4 impulse factors to make money online and work from my laptop 🙂
1.) Jones Effect
What – Jones effect means that everyone wants to follow the popular trends. Ever heard the phrase “keeping up with the Joneses?” It is a method to motivate a potential buyer to keep up with everyone else.
Why – No one wants to feel left behind or feel out of touch with the times. The iPhone is a perfect example. Think about when the first iPhone came to market and your friends started getting them. You wanted one too, didn’t you? I know I did.
How – Name drop other people. Use specific names or talk in generalities. For example, “Mike and Mary have it,” or “Everyone is getting it.”
What – not being emotionally attached to the sale. You have to be able to shed neediness and walk away. Don’t be desperate. Have complete and utter confidence that you will close the next person you talk to, so it doesn’t matter if this guy or girl signs up or not.
Why – people can sense neediness and it will repulse them. They can also sense indifference, and it will set off alarm bells in their head when you are nonchalant. It will make them feel like they are missing out on something big. Sometimes they reconsider, sometimes they don’t. Some will, some won’t, so what, next.
How – Verbally say things like, “no big deal,” or “no worries.” In person, using laid back body language and shrugging your shoulders, checking your watch, looking around like you are bored.
3.) Fear of Loss
What – the fear of loss is greater than the need for gain.
Why – People hate losing out on special deals. Think about Black Friday when people flood to retail stores to get big savings because they don’t want to feel the pain of missing out on saving money.
How – saying things like, “this deal is only good today,” or “this deal is only good through me,” or “this special promotion ends tonight,” and other variations. More physical variations of this would be putting the product into their hands and taking it away after they get a quick glance at it. Another method would be showing them a sneak peak sample training video.
One thing to note on the bottom picture is I did not defend myself or my training after this prospect brought up canceling. I didn’t panic, reiterate why my training is good, or play “damage control.”
I also used indifference at the same time. I want this person to signup because it will benefit them, but I do not care for one second whether he does or not because I know the next person I talk to will.
4.) Sense of Urgency
What – creating urgency in the situation. Establishing an “act fast” theme to the conversation or interaction.
Why – people don’t like to waste their time. They HATE processes. They usually expect things to take longer than it actually will. Also, many people buy on impulse, so it makes them want it more when the process can happen fast.
How – say things like, “really quick,” or “it takes just a few minutes,” and other variations.
And there you have it ladies and gentlemen. You are now armed and ready to become a sales juggernaut. Implementing the JIFS into your sales pitches will help you come away with the result you desire (not always but you give yourself the best chance).
Now go blow it up.
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P.S. If you are tired of grinding door-to-door for crappy pay, then learn internet marketing like I did.