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Dropped Jaw Syndrome, Your Fastest, Most Reliable Market Test Marketing Articles | May 9, 2003
Dropped Jaw ... Your Fastest, Most Reliable Market TestDr. Lynella ... owners should be more like ... selling and start asking your ... where ... Broken leg? Ulc

Dropped Jaw Syndrome Mitch Wishnowsky 49ers Jersey , Your Fastest, Most
Reliable Market Test
Dr. Lynella Grant

Business owners should be more like doctors.

Forget selling and start asking your customers where they
hurt. Broken leg? Ulcer? Empty wallet?

Don't sell, diagnose. And what are you as a doctor looking
for? Well, of course: that ever-illusive, yet ever-
profitable disease called Dropped Jaw Syndrome.

OK, it may not be in any medical book. But Dropped Jaw
Syndrome Jalen Hurd 49ers Jersey , however rare, is known to anyone who?s ever tried
to sell something. The customer walks into your store,
listens to your pitch and falls into an awestruck trance.
"I'll take three of them."

Joking aside, the dropped jaw, or at least its symptoms, are
the fuel behind every sale. When a customer is persuaded to
buy Deebo Samuel 49ers Jersey , their reaction isn?t logical. You?ve connected with the
part of their brain that decides if you and your product are
believable, the limbic system. Sure, you still need to
persuade with facts, but logic is a distant second to their
desire to buy, their reflexive dropping jaw.

Diagnosing Dropped Jaw

The key is finding the dropped jaw, tracking the symptoms
back to their source. But it?s there. And it?s quite easy to
find once you stop thinking about your product for a moment
and focus on the customer... I mean Nick Bosa 49ers Jersey , patient.

Don?t believe me? Well, put on a white coat, hang a
stethoscope around your neck and do some market tests of
your own. But this is a test you have to do face to face.
Forget the demographic studies, sales plans and benchmark
reports, and get in front of a customer.

Now, take his temperature Solomon Thomas 49ers Jersey , make your pitch. And follow it
through the customer?s reaction.

Did his jaw drop? Hmm. You must have done something wrong.
Try again, but listen like a doctor searching for a heart
murmur. Ask a question, offer information, and then hear the
subtleties of his response. And when you?re diagnosing a
customer, instead of trying to sell your product, something
changes.

You become more attuned to the subtle dropped jaw and
related body language. And you ask more accurate questions.
You notice which of the claims and benefits penetrate the
customer?s protective indifference Dante Pettis 49ers Jersey , sparking real interest.
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