The art of selling is the most important part in any business. If you don’t know how to sell you are dead in the water. Even if you have ana amazing product, if you don’t know how to sell it, you will fail. This is something that a lot of people struggle with. They think “oh my product is great, I’ll just tell people what it does and they’ll buy it” Well, that’s completely wrong. People don’t care to hear of the amazing features of your product and how awesome it is. If you want to learn how you can sell anything to anyone, keep reading this blog! We will talk about the 8 keys to selling.
Building Rapport:
Think of it like this, if some random person on the street walks up to you and asks you for $100 then you likely won’t give it to them. However, if someone from your family asks you for that, you’re more likely to give it to them. It’s the same thing with your product. People will only buy from those they know, like and trust. So, you must build rapport with potential customers before expecting to see a dime from them. To build the rapport you have to get into the conversation going on in their head.
People Buy Because of Wants, Not Needs:
Almost all the time people will buy based on emotion instead of logic. Think about it, so many people will spend money that they don’t have and strain themselves because they convince themselves that they need something when really, it’s just an emotional decision. Look at all the people who buy cars that cost too much or houses that they can’t afford just because of how it makes them feel? Does that guy down the road really need a Mercedes? No, he would’ve been just fine with a Honda Civic. Heck he would have been fine taking the bus, but having a car and having the Mercedes feels so much better. You have to be able to trigger people’s emotions when you are selling to them. No one cares about what your product is capable of, how does it make them feel? You must show people the pleasure they will gain by having your product and highlight the pain they will continue to have if they don’t buy.
People Buy Benefits, Not Features:
So, this point is like the one above and that’s because this is so important. People do not care about the features of your product. They don’t care that it’s red, the don’t care that it’s the best, they don’t care about how much effort you put into making to whatever other features you may want to talk about. People care about themselves and how your product can benefit them. We always want to sell on emotions, we are selling a dream. Take for example someone who buys a Rolls Royce, they didn’t buy it because it has a nice engine, it drives well, and takes them from point a to b. They bought it because it makes them feel good. It makes them feel good when people look at them while they are driving, it makes them feel good when they sit in the car and smell the leather. They feel good when they know they can afford to drive something so expensive and luxurious. It’s all about an experience and emotions. So, people do not care about features, they only care about benefits.
Create Urgency:
Human nature dictates that we like to procrastinate. Humans are just lazy by nature. We always say that we will do something and never get around to doing it. People always need a push to get things done. The urgency is what we use to get people to act and by act, I mean buy. It doesn’t matter what you are selling you always want to urge people to act, you can’t just let them take their time and put it off. If they d, they will never buy. To push people, you have to use problem, agitate, solution. Remind people of the pain they will continue to experience if they don’t buy your product. Agitate the pain by reminding them of how the pain has been there and has not gone away and will continue to be there if they don’t buy. Lastly, show them how you are the solution, how your product will give pleasure/alleviate their pains. This is how you can create urgency and push people to buy.
Create Commitment:
Number five is commitment, you want to get the customer to verbalize their commitment prior to closing, yes, is a very, very strong word. When you get a client to say yes five times in the sales process, then you put them in a buying mindset. So, say that you are closing them on the phone and you are selling a course to help people make money, it would go like this: “Now Jane, wouldn’t it be great if we could finally have money in the bank and get all those bills paid?” They are going to say “Yes.” “And can you see how much better your life would be with an extra 10 to 20 thousand a month?” “Yes” “Jane isn’t it great that we are finally talking about how you can take your product to the next level?” “Yes” “Jane are you ready to start making some serious money?” “Yes, yes, yes.” Now you can close them “Well, congratulations and welcome to the program that you want put on your Visa or Mastercard?” So, obviously this is more for if you are talking to someone on the phone, but it can still be done through a funnel. The lead would just have to verbalize the yes in their head.
Cost is Never an Issue:
So, one of the main objections the people will have is cost. But really, cost is never an issue, the real problem is value. If you can’t show people the value of your product, they will never buy it, even if it costs 2 dollars. Heck, you may not even be able to pay people to take your product. So, I will use my $5,000 for example. Someone who values the idea of making money online and can see how I can help them do that and sees how it will help them in their life will buy the course even if it’s outside their budget. We have many students that need to break up the payment, and they are happy to do it, because they see how this course will help them. Other people don’t even show up to the free 30-minute consultation that I offer, because they don’t see the value. So, you always want to show value when you are selling.
Closing:
After you make a sale, you always want to tell them “Congratulations” and not “Thank you.” Why? Because they are not doing you a favour by buying your product. You are the one elevating their lifestyle, providing value, and alleviating a pain. So, it’s important to keep them in mind. Someone is always going to be closing, either you will sell the lead on why they should buy, or they will sell you on why the shouldn’t. So, try to be the one that is closing.
The Secret Sauce
The last and most important part to selling anything to anyone, is…… ENTHUSIASM! If you follow all the things that we talked about here, but you don’t sound excited or don’t show excitement within your copy, then you will not close the sale. People won’t relate to what you are saying, and they won’t feel excited to buy. But, if you skip everything, we talked about here but still sound excited and happy, people will still buy. Because again people buy on emotion. So, if you are excited, then they will be excited and they will give you their money. Look at weight watchers for example, they sell claps. A woman would get on stage, and she would have lost 10lbs and everyone cheers and claps for her. So, again the secret sauce to all of this is enthusiasm, don’t forget that.
So, my friend, these are the 8 keys to selling anything to anyone. Go out there and apply these steps and see how your closing rates skyrocket and how your sales increase. Now, yes, I did give you lots of helpful information here, but selling is an art and I can’t cover everything I know in just a few words, so if you want to learn more and get deeper into this, you should take a look at my sales closing course. I have so much information there for you. Click the button below to check it out!