People Buy On Emotion...

We sell products that others sell as well. So how do we solve this?

October 15, 2020

In the iconic 2013 film, The Wolf of Wall Street, the main character Jordan Belfort asks “sell me this pen”.  This classic sales challenge pretty much summarizes the challenge that we all face.  We sell products that others sell as well.  So how do we solve this problem? 
Most sales people will begin by listing the benefits or features.  But do they even know their customer’s needs, likes or preferences?  Big mistake to start selling immediately!

Always keep in mind: ASSUME (Makes an ASS of U and ME)!  Never Assume Anything!  Ask questions first and preferably open-ended questions that probe for something about themselves. Keep probing by asking questions of the answers.  This is a huge compliment; you’ll learn more and it will show that you care and that you’re listening.
Here are some tips:

  1. Don't sell too early
  2. Find out what your client needs, start asking questions (you'll be in control)
  3. Ask questions about themselves, “How do you feel about expensive pens?”
  4. Don't try to sell to everyone, filter out non-prospects
  5. Only when you know how they feel about pens and if there’s a need then start selling

As always; they will only buy from you if they like you and trust you! You must build rapport before the sale!
Give our Support Team a call now at (949) 478-6887 if you have any questions about this or would like any training material - we're always here to help!

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