No matter what you are selling, there are just two things you really have to do well to make a sale. The first of these is to make the customer want the item. You have to describe how the customer will use the item, how poorly they have been getting along without it and how much better things will be once they have the item. The other part of this is to make the customer want the item. Needing an item and wanting it are two different things, but both elements should be there in order to make the most sales possible.
Have you ever noticed how even the most boring items on TV are advertised as being fun? Look at the smiling people handling dog food or constipation medicine. Even if the item is something that is boring, utilitarian or even embarrassing, the ads all try to make the product look like fun to have. You can borrow from this technique by injecting a little bit of fun and humor into your sales techniques. It might not be a fun product, but you can make it seem so if you go about it the right way. If the customer wants the product, most customers will find a way to get it, even if they don’t really need it.
But if the customer does need it, or you can make them think they need it, you are guaranteed a lot more sales. There are many customers who won’t buy anything unless they truly feel that they need it and that life will be better with it. It will have to save them time, money or it must fulfill a vital function in their lives. If you can establish to this type of customer that they really do need this product, you will win over even the most stubborn customer.
And, if you can demonstrate both a need and a want for your product, there are few customers who won’t find a way to buy the product, no matter what the price. To be effective, think about what you would need to hear to decide that you both need and want an item. Look at advertising that has worked on you in the past. What did it say to you? How did it establish the product as something that you wanted to buy? You can adapt aspects of effective advertising into your own sales techniques in order to set up the best possible environment for making sales.
It really come down to how well do you know your prospect or potential customer? What are their concerns? What problem can you help them solve? Is there an emotional need to be fulfilled? If you can “talk” to your customer with the same words he is using when mulling over this problem in his head you will instantly gain his trust and he will quickly pull out his credit card! I find the best research for this is to ask your customers what their biggest problem or constraint is that’s holding them back.
Know your customer and you own the market!
Bobby Winchell is an Internet Marketing Mentor and Coach and is an accomplished Businessman with 35 years of Marketing Experience. Just click the links below. The MLM-Net-Profits is a great place to start as is Top-Ten-BizOpps. http://MLM-Net-Profits.com http://Top-Ten-BizOpps.com
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