Selling can be difficult, whether you’re a professional attempting to sell something or a regular individual seeking for some additional income.
The use of sales psychology is the only distinction between those who succeed and those who fail.
To sell something to someone, you don’t have to be a scam artist or manipulative. All you have to do is figure out how people think and make buying your goods appear to be the best decision they’ve ever had.
Selling Is About The Buyer, Not You!
David Maister, a sales strategist, created the phrase “Selling is about the buyer, not you.”
It’s a simple statement that encapsulates how you should approach each and every sales contact. Rather than focusing on yourself and what your product can accomplish for them (as you should), concentrate on their requirements, challenges, and ambitions, and provide value in fixing their problem.
It’s not about the seller when it comes to selling. Selling is all about the buyer, so ask yourself, “What can I do to help this person make a decision in my favor?”
Turning Your Customer Into An Advocate: Moving Beyond the Sale
You know the buyer wants your goods at this point, but they aren’t quite ready to buy it yet. You want them to move from being a visitor to a leader, and then to a customer. What happens now that you’ve gotten their contact information and sparked their interest?
Remember that people aren’t interested in how much you know until they see how much you care.
Customers that are willing to share their experiences provide the greatest customer service.
Everyone wants to feel like they’re a part of something bigger, and for businesses, this means converting a happy customer into a brand advocate.
Why don’t people buy from you?
You know the buyer wants your goods at this point, but they aren’t quite ready to buy it yet. You want them to move from being a visitor to a leader, and then to a customer. What happens now that you’ve gotten their contact information and sparked their interest?
Remember that people aren’t interested in how much you know until they see how much you care.
Customers that are willing to share their experiences provide the greatest customer service.
Everyone wants to feel like they’re a part of something bigger, and for businesses, this means converting a happy customer into a brand advocate.
What are the advantages of doing business with you?
While no business owner wants to sell their items for less than what they cost to buy, it happens all the time. Value is a complex concept, and business owners must understand what their customers value the most in order to capitalize on it.
What are the advantages of doing business with you? What sets you apart from your competitors? You’ll be able to distinguish yourself from the competition if you can honestly answer these questions.
Give them what they desire and require.
The single most difficult problem in web marketing is persuading consumers to open their wallets and spend money.
If you can’t achieve that, your company will be in serious problems. To persuade individuals to do so, you must first provide them with what they desire and require.
The first step to selling something is making sure the person you’re trying to sell it to is interested in what you’re selling.
What if we could figure out what they desire and need individually? What if we could provide them that knowledge for free, making them feel driven to buy from us instead than exploring other options?
Understanding your target audience allows you to accomplish just that. Nobody wants to buy something if they don’t understand why it will benefit them.
Eizu, ©Hexavia!
Strategy. Business StartUps and Corporate Restructuring Consulting
T: 08035202891
Uwaoma Eizu is the lead strategist at Hexavia! He is a graduate of Mathematics with two MBAs and over a decade of experience working with startups and big businesses. His core is in building startups and in corporate restructuring. He is also a certified member of the Nigerian Institute of Management, Institute of Strategic Management of Nigeria and the Project Management Institute, USA. By the side, he writes weekly for the BusinessDay newspaper.
