3 Simple Reasons that Will Help You Sell More
3 Simple Reasons that Will Help You Sell More
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.
3 Simple Reasons that Will Help You Sell More - To learn more about this author, visit Cheryl A. Clausen's Website.
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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.
3 Simple Reasons that Will Help You Sell More - To learn more about this author, visit Cheryl A. Clausen's Website.
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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