Well… almost anything… you probably can’t sell Chocolate to someone who has a Chocolate allergy.
But I’ll show you THE SURE FIRE WAY to sell sellable things.
See this example...Let's say you live in Indiana, of course there is more than corn in Indiana, and you see coffee shops. There are three coffee shops with signs outside.
The first says, “Fresh Coffee, Expertly Roasted.”The second says, “100% Columbia Coffee.”And the third says, “Feeling tired? Get a coffee and wake up.”
Which coffee shop would you pick?
Most people would pick the third coffee shop because they are selfish…
…most humans are.
You're tired, cranky, and don’t give a hoot about coffee being 100% Columbia, or that an expert roasted. You need coffee because you're tired.
Most people sell by talking about the features of a product or service instead of the problem it solves for the prospect.
The third board sign sells better because it solves a problem.
Since people do not want to go to work tired and need a quick boost, the third sign reminds them of that,
If you sell the need, instead of trying to sell the product, you can sell anything.
Do you remember the scene in the movie, The Wolf of Wall Street: “Sell me this pen.” Jordan Belfort played by Leonardo DiCaprio pulls out a pen and asks inexperienced salespersons to sell the pen to him.
Each salesperson takes the pen and tries to sale pitch it on the pen’s features:“This is the best pen ever made…”“This may be the last pen you ever have to buy…”
After each one, Jordan shakes his head at the failed attempts of the sellers. and takes the pen back.
Finally, a person on his team grabs the pen and hands Jordan a piece of paper.
He ask Jordan “Write your name on this piece of paper,” Jordan looks for a pen to write with, and the person replies: “Oh, you don’t have a pen. Supply and demand.”
Jordan needed a demand for a pen, so the salesperson had a supply… easy as pie.
The Need Is All You Need To Sell.
Yes, people will buy things they want, but most of the time, it's the need for a product that motivates a person to buy.
When you need to sell a product or service, don’t focus on the features, you must focus on the need.
Your product may be fancy and sophisticated, but keep in mind, that there is a need for your product, and that is more important than the features.
Conquer the Competition at Selling…
Whenever you’re scrolling through the internet, or driving past your competitor take notes on how they're running their business.
Ask yourself: What are their selling prospects? How are they trying to sell to prospects? Are they selling using features? Are they selling using price?
…After you get the information, see what you can change to do better than them.
Comentários