The main reasons are:
- We need them: Food, water, electricity, gas, Council Tax, petrol, tyres, MOT etc
- We want them: Shoes, clothes, handbags, gadgets, holidays, wine, beer etc.
Now, which are more exciting, new tyres for your car or a new outfit? Perhaps you’d rather pay your electricity bill than go out for a nice dinner? No, I thought not.
When we really want to buy something the price seems a lot less important than when we have to buy something, doesn’t it? Which seems easier, £150.00 on your gas bill or £200.00 on new clothes?
Therefore, if we really want something, the price seems less important.
The world’s best sales person is the buyer. We can all easily convince ourselves we need something when actually, we just want it, a lot!
Therefore, the job of the sales person is not to sell, but to help the customer buy what they want. This can only be done if they actually want what you are selling.
Selling is about asking questions of the customer, to help them determine exactly what they want.
Can you sell something to someone? Yes. Will they be happy, probably not? On the other hand, if they buy it for themselves, they’ll be very happy.
Some people say that a good sales person has the ‘gift-of-the-gab’ – nonsense! A great sales person can sell snow to Eskimos – nonsense! If the Eskimos consider that they have enough snow already, no end of crafty salesmanship will sell them any more.
Great sales people know how to ask the right questions. They also know how to listen to the answers.
Anyone that can hold a conversation can make a sale.
#SellingConversation
