Do you constantly search for techniques, tricks, and gimmicks to sell your product or service to your customers? If you are looking for techniques, tricks, and gimmicks, it will most likely not help because people hate to be sold something. However, they do love to buy. While it may seem like simple wordsmithing, the conceptual difference is related to the direction of the energy.
Selling is pushing while buying is pulling. If you take the time to ask your customers why they buy, you will discover that most of the answers have to do with you. These answers could include: they like you, have confidence in you, believe you, trust you, and perceive that you are actually trying to help them. Other answers you might hear are: they understand what they are buying, are able to perceive the value of your product/service or feel that your price is fair.
The real lesson for someone wanting to be a better salesperson really boils down to establishing a positive relationship with your prospect. At the beginning of any great sales process is the establishment of the need and desire in the customer for your product or service. I like to think about it as creating gravity for your product or service. Gravity can be established through either creating fear or greed in the prospect. Our society preys on the fear factor which makes up about 50% of all ads.
These ads include messages such as “Our tires are designed to grip the road in the rain so you don’t hit that kid on the bike” or “Make your home safe with our security system.” You can always count on the media to fan the flames of fear which is why fear is a powerful tool in creating gravity for your product or service. The other half of marketing appeals to the prospects of greed or vanity. For example, Cadillac’s “Work Hard. Be Lucky” slogan and American Express’s “Membership has it privileges” slogan both play upon the appeal of greed and vanity.
Once the prospect is under the gravitational influence of your product or services, the final sale is a matter of building a positive relationship with the prospect and being there to answer questions. Once gravitational pull and a positive relation are established, clients will generally do the rest.
Do you have a specific plan to build a report with prospective clients?
