Your parents may have taught you one of the most effective sales techniques you’ll ever learn—and they probably did it while trying to get you to clean your room.
Clean your room and then you can go out. We learned very early that behavior and outcomes are connected. Social media, influencers and skilled salespeople use a more sophisticated version: identify what someone wants or wants to avoid, help them picture a different outcome, and introduce a path to get there.
People don’t buy the product first. They buy the possibility of something being different.
It begins with asking the question about what the person needs or think they need. it may include a story or a question about what would happen if their situation stayed the same?
1. What do you need?
What is happening now?
2. Why does it matter?
What is the pain, frustration, cost or consequence?
3. What happens if nothing changes?
This is powerful because people often tolerate problems until they recognize the cost of doing nothing.
4. What would better look like?
Now they begin imagining the outcome—not your product.
5. What could get you there?
Now you can discuss solutions,.
Once you know the issue or the pain, it’s time to get them to imagine what things could be, to feel how life would or could change. You might also share a story about you or someone you know who had a similar issue and how they resolved it. You have now begun the conversation and can now have a discussion about options for solutions and what you offer.
When I do my $100 offer to people who are unsure about working with a consultant or coach, I follow this process. I have already learned their concerns, and when we meet I reiterate what they have told me and then ask about why this is important. I also ask what they have done to fix things as well as the result, From there i make suggestions, including offering tools. This conversation can last 60-90 minutes. Towards the end I explain how I work with clients and explain their investment. I have been able to convert this to a contract at least 80% of the time
This is a simple process but too many people make some key mistakes.
- They talk too much about themselves or the product.
- They focus on their experience instead of the customer’s need.
- They discuss features instead of benefits.
- They don’t ask the right questions.
- They offer the solution too soon.
Stop trying to convince people to buy from you.Help them understand why they would want to.
Need → Pain → Possibility → Solution → Decision It’s that simple. Be the solution they need
Recent Comments