In this episode of #SalesRemastered, I share with you a slight adjustment I made in my Sales pitch that made a world of a difference and I outline the lesson learned in THIS VIDEO.
It helped me in gaining loyalty, trust and urgency from my prospects and it helped me avoid roadblocks like objections on fees and rates.
This one small discovery changed my wordplay, my view and my awareness of things that you would think are ‘obvious’ but when you’re engaged in a sales conversation, its much like Chess rather than Checkers, and so the focus is primarily on 2 or 3 moves ahead of your ‘opponent’, right?
Well, this small change in my way of thinking, helped me to overcome the number one reason why I had such a hard time in selling to begin with.
Meaning, I was too focused on describing the details, features and the process of buying.
When I realized that I was sounding like every other salesman, I realized why I was being treated as a Salesman.
I changed my deliver from a salesy approach of offering prices and options, to a consultative approach where I helped discover problems, provided solutions and suggested the answers to the prospects pain.
In short, I went from selling to helping.
I realized that this ‘Sales Game’ is not about explaining the process of how to buy, but explaining the results that will help improve their life.
I dug deeper in my research and was shocked when I realized that I myself make buying decisions in this same way.
I have a problem that needs to be fixed and I take the action needed to solve them.
People buy what they want, not what they need.
We buy medicine to avoid the freedom we want, not because we need it.
We exercise because of the results we want, not necessarily because its best for us and our health, but we are more motivated to ‘be healthy’ around the summer time, because we want to feel comfortable in our summer clothes out by the pool. Not because its good for our heart.
When I realized this was a common way of thinking, I dug even deeper and found it was rooted from Social Influence and in this Video I explain how we can use this delivery technique to gain more traction, earn more sales and influence more urgency to buy your solution.
So after you watch this video, I want you to ask yourself…
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