Tweet

3 Simple Reasons that Will Help You Sell More

Written by: Cheryl A. Clausen

Article Overview: Before you can sell anyone anything they must first have an unfulfilled want. Why do so many salespeople act in defiance of this simple truth? It’s a sure recipe for a lot of hard work with little to show for it. It’s an exercise in frustration, and a waste of time.

3 Simple Reasons that Will Help You Sell More

Before you can sell anyone anything they must first have an unfulfilled want. Why do so many salespeople act in defiance of this simple truth? It’s a sure recipe for a lot of hard work with little to show for it. It’s an exercise in frustration, and a waste of time.

Face it a buyer will not buy until they’re ready to buy. And they can’t get ready to buy until they decide they want something. No matter how wonderful whatever you’re selling may or may not be. If they don’t want it they aren’t going to buy it.

Even though most salespeople realize this they waste a lot of time meeting with and chasing after people who aren’t legitimate prospects. While doing so may keep you busy it does nothing positive for your bank account. There are 3 simple reasons a buyer will act to buy.

The first reason is they want to gain a benefit or outcome they don’t have now. These buyers are actively searching for this benefit. However, they may not realize the connection between what you offer and the benefit they want unless you clearly spell it out for them.

The second reason a buyer will act to buy is they want to avoid a loss. When you communicate to these potential buyers in terms of how you can help them avoid what they don’t want they pay attention. Once you have their attention you have the opportunity to learn more about the specifics of what they want to avoid.

The third reason a buyer buys is to solve a problem. This can be tricky. In some cases they’re frustrated because past solutions did not solve the problem. They may think a solution doesn’t exist. That means you have to acknowledge the previous options that didn’t work and help the buyer see how this solution is different.

Focusing on the reasons buyers buy will help you change the way you talk to potential buyers. You want potential buyers to feel as though you’re speaking directly to them about the exact thing they want. When you do you’ve crossed the first bridge to more sales because you have both their attention and interest.

Related Articles
  FSBO is a BAD idea when selling a business!
  Top 7 Reasons Your Sales People Can’t Sell
  How to Sell Insurance – Really
  Prospects Are Like Children
  5 tips to successfully sell your business

Article Tags: benefit, defiance, exercise, first bridge, frustration, prospects, salespeople, simple truth, specifics, waste of time



Related Forum Posts
Re: 10 Reasons Who Startups Fail & Book Recommendations - Great post,but please edit the headline. I presume it is "10 Reasons Why Startups Fail & Book Recommendation
Re: New Infographic: Top Ten Reasons to Partner with Someone - I like it. Simple yet informative. I also RT'd it for you.
Re: Is being too connected pushing your business forward or back - Good advice, Terrycan! Simple but necessary.
Your advantage over others - Sell using your USP - unique selling proposition. Why should people buy from you, instead of your competitors? Think about it, why are you so great? It may be a hard question, but finding the answer can multiply the effectiveness of any advertising or marketing activities you undertake.
Re: When do entrepreneurs retire, if ever? - Why would you ever retire when you love what you are doing? Sell the business and start another one maybe - but retire - NEVER! You should all read, The 4 Hour Work Week - By Timothy Ferris. He talks about building your business so that you can take mini 'retirement's throughout your life, instead of saving it all up for when you are old. Great concept - what do you think??


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Leader's Success Secret: Celebration

E Mail Marketing Campaigns

The Pure FUN of Learning & Using NLP

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.