The art of selling how to sell things the right way

The Art of Selling: How to Sell Things the Right Way By onlinemoneyblueprint.com

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Copyright © 2014 All rights reserved. No part of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, photocopying, recording, scanning, or otherwise, without the prior written permission of the publisher.

Disclaimer All the material contained in this book is provided for educational and informational purposes only. No responsibility can be taken for any results or outcomes resulting from the use of this material. While every attempt has been made to provide information that is both accurate and effective, the author does not assume any responsibility for the accuracy or use/misuse of this information.

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Have you ever wondered what the best way to sell products is? Well, these days the answer is a concept I like to call nonselling. These days customers are being bombarded with tons of advertisements. You have to be different from the majority of businesses who basically just say “Hey, we have the best product there is. Buy our stuff. We are so great.” People don’t respond to this type of marketing. Consumers are getting smarter every day. They tune out these types of messages almost instantly. Benefits Are the Key to Motivating People to Buy Instead of talking about how great your product is and all of the great features it has you want to instead talk mostly about the benefits of your product. You want to inform your customers of all of the benefits of your product without appearing to be trying to sale them. You want to make your customer feel like they are making the decision and not you. People always want to feel like they bought because it was their own choice and not someone else’s. Give them the opportunity to sell themselves. From being in sales and marketing for almost 10 years now, I have noticed that the majority of people actually prefer the opposite of the “I’m so great, pick me approach.” Disqualifying Your Product Or Service Can Have a Powerful Effect People also feel more compelled to buy from you when you disqualify yourself or give them reasons not to buy. It is counterintuitive but it works incredibly well. Lets say you are selling a weight loss product and you say something like ” don’t buy this product if you aren’t willing to exercise at least once per week or if you don’t truly want to lose weight.”

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The thought that pops up in a customers mind when you say something like that is going to be along the lines of “hey, well I’m willing to exercise once per week and I also want to lose weight very badly, so I’m qualified to buy this. This was meant for me.” See what we did there? Instead of trying to push them into buying, we did the opposite and instead created a compelling message that demonstrates value, that pulls them in. When a customer hears you say something like that then they also feel that you are more trustworthy than most businesses because that is the sort of thing that businesses with integrity would say. It makes your perceived value go way up because from your customers perspective only a business of very high value would make such a statement. Businesses that aren’t getting many sales are pushing for the sale and practically begging you to buy something. The key with coming up with disqualifications when selling is to make it where most of your target audience will pass the test. If you were selling a weight loss product it would be bad to say “if you aren’t willing to work out 3 hours per day and each only fruits and vegetables then this product isn’t for you.” Nobody would want to buy a product that says that. That is way too difficult to achieve for the vast majority of the population. This type of behavior comes across as low value and people will rarely want to buy from a business like this. It also makes them lose trust and trust is essential to the sales process. People Don’t Buy From Companies They Don’t Trust People don’t like feeling they are being sold but they love to buy. Let the customer convince themselves that your product is the right one for them. Never try to convince people that they should use your product. The customer always wants to feel like they are the ones in control of the buying process. Let them be in control and they will gladly reward you.

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In the weight loss example above almost any customer in the weight loss market is going to tell themselves that they want to truly lose weight and that they are willing to work out at least once per week. Those aren’t huge overwhelming tasks that people can’t commit to. They are simple. If you instead said something like “please don’t buy this product if you aren’t willing to work out for 4 hours per day, 7 days per week and eat only fruits and vegetables” then you would be defeating the purpose. Almost no one is going to commit to such outrageous tasks. Keep things small, simple and specific. Did you enjoy this post? If so, then share it on Facebook and Twitter. Photo by: Betsy Weber

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