The intellectual part of the sale is normally fairly easy to accomplish. Basically by selecting a good target market, you’re going to know your Prospect’s most common needs. To “trigger” your Prospect’s intellectual response, all you have to do is ask them to verbally tell you what they’d use the product or service to accomplish. Make sure you ask the questions and let the Prospect really answer on their own. It can be easy to ‘put words in the Prospect’s mouths’ which is not accomplishing the same result.
Also, try to make sure your prospect gives you a detailed answer to their needs. If they give you to broad or general of an answer, you may not be really uncovering their true needs.
Another bonus of uncovering a prospect’s true intellectual trigger is that when it comes time to conduct your product or service demo, you can ‘tailor-make’ your demo to focus on how the product is service going to fill or satisfy the intellectual needs of the client! Don’t make the mistake of boring a Prospect to death in the demo, going over all 4,000 details the product can perform. I once had a copy salesperson demo me for over THREE HOURS on one machine. I was so bored and tired, all I could think about was LEAVING! Needless, to say, He didn’t make the sale!