If you have ever bought anything, you have been sold. Below I will show you the science of selling to understand the reason for your purchase AND to help you understand as a salesperson how to persuade anyone to buy anything.
Even if you aren’t a career sales person, you are still a salesperson. Most people have the stigma that sales people are bad people, and this just isn’t the case. There are bad people everywhere you go. You can never let a small piece of your reality shape your entire existence.
The Science of Selling
Know the Buyer (Science of Selling Step #1)
If you don’t know the buyer you are a product pusher. If you are pushing a product you aren’t going to sell something. You make a rapport, then let the person talk about them. It is really that simple. This is when you go into investigator mode, and listen to every word they say. Sometimes you aren’t interested, but don’t let them know that. Make them think you are interested in them. Because that is how you get your information.
People think this is “unethical” in a sales situation. But it is called being nice. You have dated someone…. you pretended to like something, because you didn’t want to upset them. It is the same thing. It is exactly like when a toddler hands you his fisher price phone. You answer it, pretend for a second, and say, “OH! IT’S FOR YOU!” You do that because you are nice. NOT because you are trying to deceive anyone. Take this note down and practice it to become a complete human being. If you still have a problem, go up to someone that annoys the crap out of you, ask them how they are doing, and sit back and listen for a minute. It will make you feel better.
Does the buyer need your product? (Science of Selling Step #2)
You got to know the person, if you haven’t figured out if they can benefit from your product yet, ask them! You are friends now, you can talk about these things. If they don’t need the product, politely end the conversation and move on. Never mistake someone being friendly for genuine interest. They could have just read this post, and are getting to know you.
BEWARE! Sometimes people will lead you astray at this point, because you didn’t get to know them well enough in the first step. Also, never skip the first step.
Fix a Problem (Science of Selling Step #3)
Call me Vanilla Ice, because if you there was a problem YO! I’ll solve it!
Seriously though, any product sold fixes a problem…. Paper clips, fix the problem of holding papers together…. TVs, fix the problem of lack of entertainment… Fast cars, fix the problem of being ugly bald and fat.
If your potential client doesn’t have the problem you are in the business of fixing… you are NEVER making that sell, no matter how hard you try.
Create an Attachment (Science of Selling Step #4)
Emotions will sell you more than anything else. If you want to avoid being sold, leave your emotions at home. This is the reason people buy puppies. No one wants to purchase an ongoing expense, that destroys your biggest asset, AND POOPS on it!
Once you have created an emotional attachment, your product is sold. Spending is emotional. If you don’t think so, empty your bank account, then catch your wallet on fire. You will cry. It is ok, you should, because you just did something stupid. Money changing hands is always emotional.
As a sales person if you can transfer the enthusiasm for a product you have, then selling anything will be easy. Always remember, it is impossible to sell something you don’t believe in.
Thanks for Reading