The IVAT Principle
The I.V.A.T. Principle
How To Sell Almost Anything To Almost Anyone
I "discovered" the IVAT principle by accident. I didn't find it in an Incan ruin or glean it from an old-world manuscript. I would almost say it was "divinely" inspired, but I know how that sounds to most people.
We owned an Athletic Club at the time and I was standing in my garage pondering the word "motivation" on the chalk board (I often used the chalk board for brainstorming) when the letters IVAT seemed to illuminate and the words Interest, Value, Affordability and Trust came into my mind. Okay, I know how that sounds, but that's how it was...or at least how I remember it.
Notwithstanding, I tested the principle at the dealership...and it worked! When you know why people buy or don't buy; it will help you sell more!
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We owned an Athletic Club at the time and I was standing in my garage pondering the word "motivation" on the chalk board (I often used the chalk board for brainstorming) when the letters IVAT seemed to illuminate and the words Interest, Value, Affordability and Trust came into my mind. Okay, I know how that sounds, but that's how it was...or at least how I remember it.
Notwithstanding, I tested the principle at the dealership...and it worked! When you know why people buy or don't buy; it will help you sell more!
Exerpt From The I.V.A.T. Principle - How To Sell Almost Anything To Almost Anyone
"Selling" is not a four-letter word. Everything in life revolves around our ability to sell.
Whether it's products, services, or ideas...we are all salespeople in one respect or another. Want your spouse to watch a movie you want to watch? Trying to get your kids to eat their vegetables? Like it or not, you're in a "selling" situation...you're going to have to sell your spouse on the movie and your kids on eating vegetables.
Selling is defined as: transitive verb, to make an idea or proposal acceptable to somebody.
It’s the art of helping someone make a decision to solve a problem.
So how can you sell almost anything to almost anyone?
By using a simple step-by-step formula I "discovered" a long time ago for turning motion into motivation.
Take the word “motion” and insert the letters I-V-A-T in the middle (between the “t” and “i”) of “motion” and you get the word “motIVATion.
”The four letters (IVAT) are the four elements of every sale that turn “Motion” into “Motivation.”
I – INTEREST
V – VALUE
A – AFFORDABILITY
T - TRUST
It’s called The IVAT Principle.
Whether it's products, services, or ideas...we are all salespeople in one respect or another. Want your spouse to watch a movie you want to watch? Trying to get your kids to eat their vegetables? Like it or not, you're in a "selling" situation...you're going to have to sell your spouse on the movie and your kids on eating vegetables.
Selling is defined as: transitive verb, to make an idea or proposal acceptable to somebody.
It’s the art of helping someone make a decision to solve a problem.
So how can you sell almost anything to almost anyone?
By using a simple step-by-step formula I "discovered" a long time ago for turning motion into motivation.
Take the word “motion” and insert the letters I-V-A-T in the middle (between the “t” and “i”) of “motion” and you get the word “motIVATion.
”The four letters (IVAT) are the four elements of every sale that turn “Motion” into “Motivation.”
I – INTEREST
V – VALUE
A – AFFORDABILITY
T - TRUST
It’s called The IVAT Principle.