let's assume that you're a salesman or a closer
and that you're trying to sell your product to a big audience
or to a small group of people or even to a single person
in today's video i'm going to show you the main principles
of successful selling i'll also tell you what the best sales people do
and know in order to sell anything to anyone
when selling there are two types of leads
cold and warm cold leads are people that might be interested in purchasing your
product but they don't know that you or the product
exist in order to reach them sales people use cold calling or door-to-door
selling but this is probably the hardest way to
reach clients since most of the people aren't interested in the
product or service then there are warm leads these are
people that you can call prospects and they are already somewhat
interested in buying your product or service
but they still have a certain level of doubt
the salesperson's job in this case is mainly to handle the product and answer
questions that might stop people from purchasing
so in today's video i'm going to focus on leads that are at least a little
interested in your product but before we continue if you
haven't already hit the like button and also tap the
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so you never miss any of our videos now let's continue you see most people
when they're trying to sell something they focus on using fancy
academic and complicated words while listing a huge number of benefits and
talking so much and so fast that they lose the prospect
almost immediately and that's a very common mistake
that will never work effectively especially if you're talking about an
expensive product so below are some of the best rules of selling
that will change the way you approach any negotiation
interview or selling context in the description box and a pin comment
i've included a time stamp of each rule so you can easily jump through them
the first rule is one people buy with their emotions and justify with
rationality two people don't buy if there isn't a
problem to solve three people don't buy what they don't
understand four be a problem solver not a
salesperson now let's start with rule number one
people buy with their emotions and justify with
rationality most sales people think that listing the
benefits of the product is the most logical way of selling they think that
the prospect is going to only think rationally and choose the one that has a
lower price and better features that apparently makes sense but in
reality people don't care that much it isn't effective people are bombarded
by products and advertisements all day long
on social media on tv on the radio on spotify literally
everywhere the moment you wake up and open your phone
boom an ad just popped up so if you're just listing a bunch of features
you'll be immediately labeled as another one of those
sales people that want to take people's money you need to leverage
people's emotions and that's the most effective way of selling
the more you can make the prospect think about things that they're emotionally
linked to the better you'll sell so let's imagine
you're the head of marketing at coca-cola you have a huge budget that
you can use for the next marketing campaign
maybe you want to prepare an ad for tv and you have two options
campaign 1 is a video that tells people how good your drink is how cool the
bottles are and how tasty the soda is yummy
campaign 2 is a video that shows people drinking your soda sharing laughter and
having a good time so now i have a question for you what's
the difference between the two and which one would you
personally choose let us know in the comments down below
you see the difference between the two is that the first campaign focuses on
the features of the drink while the second campaign doesn't even
touch on the quote-unquote features or how good it is part because
it focuses on associating the drink with an
emotional feeling a good time the most effective one is
the second campaign for example it might contain a family
having dinner together and happily drinking your soda
or it could be a couple having a picnic also having a great time together
the goal here is to make people visualize themselves in the same
situation and leverage their emotions to make them
associate the drink with happiness family love and more so now you may be
wondering how can you apply this if you're selling
directly to a prospect in a very similar way you can make them
visualize or imagine a certain situation for example if
you're selling an investment like real estate to a family man you
might tell him how this could change his life describe to him
how a successful investment could make him go back home one day
with a lot of money available for his family
to take a new vacation and spend time together without
worrying about money after you leverage their emotions
and make them buy they will proceed to rationalize their choice
that's why people buy with emotions and then
justify with rationality rule number two people don't buy if there isn't a
problem to solve whenever you buy something you buy it
because you think that it will solve a problem
that's why products that are less essential have a lower demand
especially when there is a crisis in the world so if there is a big problem
people will be willing to purchase the product that will solve
that problem a great example is the face masks case
you see before the coven 19 pandemic not so many people needed it
but as soon as the pandemic started the demand for face masks
grew exponentially so when selling a product
and especially when selling an expensive product
you have to present and prove how it can solve the problem of the prospects
the better you can describe their problem and make relatable to them
the more understood they will feel and also the more likely they are to buy
your solution but here's the thing not everyone
has the same problem so this begs the question
how can you describe the problem of every single person you'll talk to
you can't unless you literally ask them if you're selling to an audience you can
use the power of surveys and if you're selling to a single person
you might ask them good questions and what they expect from your product
and what their problem looks like in detail rule number three
people don't buy what they don't understand
no matter what the product or the price is people will never buy something that
they don't understand or that they don't think they understand
many salespeople talk very fast in an incomprehensible and
robotic manner then after a storm of words numbers and
features they ask people to buy and wonder why no one does so the
prospect needs to understand what he's being sold and what the ideal
outcome is with that specific product or service
again they need to visualize that outcome so
it's better if you describe it to them you can even
do a little bit of storytelling for example of a friend of yours that
had their exact same problem and solved it with a product
similar to yours or you can even tell a story of someone
that purchased a product and later realized that it was a terrible mistake
because of the consequences that product had on his or her life
then you basically put your product in such a position that it seems the only
logical solution that will help them avoid
negative consequences but this doesn't mean that you have to storm your clients
with features and stories it has to be a conversation that flows
nicely it's almost like your two friends
talking about their problem and how they could solve it
this is also doable with large audiences if there's a big group of people
listening to you you can use the information that you
have on them to achieve the same outcome with a presentation
a story or even a description of their problem
rule number four be a problem solver not a salesperson
here's the thing everyone likes to buy but no one likes being sold to
that's why you have to position yourself as a problem solver
someone who's there to help them achieve their goals and solve their problems
in business or personal life and this too
depends on what you're selling so let's see what approach you should use
for different products and services so let's say you're trying to sell a
product or service that isn't an expensive investment for the prospect
for example something for 500 or less you can focus less on describing the
problems the product will solve or trying to create an emotional
attachment if you do this you might sell better but it isn't
necessary if your product or service is a big
investment however for example five thousand dollars or
more it's absolutely imperative that you use these techniques
because this is a big purchase and people are unsure if they should
purchase or not and your job as a salesperson
is to make them feel confident that your product is the only logical solution
so here's the summary of the four most important rules of selling a product
whether it's to an audience big or small or to a single prospect
whether it's face to face on a stage or via phone call
one people buy with their emotions if you want to sell successfully you need
to leverage the emotions of whoever is listening to you
by making them visualize positive outcomes and associating your product to
optimism positivity and problem solving two people don't buy unless they have a
problem to solve people don't buy useless things well
most of the time you need to sell a solution to a problem
that is irritating to your prospect then you can position your product as
the logical solution to that problem three people don't buy what they don't
understand you have to explain your product and the
outcomes that are expected from it they don't need to know all the details
but they have to know what they're getting into
and be confident about what your service or product does
4. we like buying but we hate being sold to
position yourself as a friend when possible and as an expert and problem
solver as soon as it's clear that you don't
care about the prospect and that you're trying to sell to him he'll lose
interest so in conclusion there are many other
things that are very important when selling
for example the fact that what people say about your product is infinitely
more powerful than what you say about it if you want to know more about business
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comments with that said i'll see you in the next one