The Most Important 3 Steps In Selling Anything to Anybody
Take these simple 3-steps, stand back and watch your sales explode.
In this post you will learn a simple 3-step formula that gives you an almost unfair advantage in boosting sales, outselling your competition and causing an avalanche of buyers gone wild.
Taking these simple 3 steps is the easiest way I know to put yourself in a position where you no longer chase customers, they chase you instead. It can increase your cash-flow and establish you as a leader in your industry. This is true weather you sell jeans, entertainment, candles, dental exams, real estate, roofing contracts — or anything that a customer must exchange money for.
Sounds to good to be true? Not at all, read on and you’ll see for yourself.
Here’s the simple 3-step formula:
Trust + Value Exchange + Good Timing = a Sale
Just 3 simple steps. But let’s dive deeper into it’s explosive power, first on a simple scale then we’ll turn things up a bit.
A Little-Known Secret of Selling to Customers
First, always remember your product is not the main attraction to customers. Never has been and never will be. The tangible item that can be seen by the naked eye is not what customers are buying. One of the best examples I’ve ever heard is when someone buys a drill they are not buying a drill. They are buying a way to make holes. They want holes but they must purchase the drill to make the hole which is the end result. That’s what you are selling. You are selling the intangible end result which can’t be seen initially by the naked eye.
Your REAL product is the joy and satisfaction your customers want and desire to have. This is what you should be selling.
Here’s a simple exercise to find out what the REAL product customers are buying when they purchase whatever it is you are offering.
Contact the buyers of your product or service. For this example let’s use an expensive pair of jeans. Let’s call them Make You Young Again Jeans (MYYAJ) for short.
So you would contact the people you know who have bought a pair of MYYAJ and ask what they like most about the jeans and why did they buy them.
After speaking to a few of these buyers you will begin to notice a pattern. Most of the buyers will be saying the same things.
Something along the lines of, “I like how they feel when I put them on.” or “They make me look young again.” or “Guys look my way when I put them on.” etc. You get the point.
Now all you have to do is include these exact words when you sell to future customers.
Here’s what you would say.
Hi my name is Stacy, If I could show you a way to feel good, look young again and make guys turn their heads the minute you step in the room… would that be something you would be interested in hearing more about?
If they say yes move on to the next step. But never try to sell without first establishing what your product will do for the customers. It’s like you keep your product behind a curtain until you build excitement in the customer. Get them to the point where they are asking to see it. Get them to the point of almost begging. You know you have done this right when they ask how they can get their hands on something like this. One of the best things I used to love hearing is “I might as well join now huh?” I always agreed that was a good idea. You always want the customer to think the sale is their idea not yours by the way…
Now for this sale to be complete the person must trust that what you offer will work.
A book I highly recommend to learn how to establish trust is called The Speed of Trust by Stephen M.R. Covey.
How To Sell More of These Jeans
The important thing to remember when dealing with customers is the initial sale is just the beginning. In truth professional salespeople know you make the first sale to acquire a customer. That’s just the beginning of your cash-flow. The real money comes when you apply the following steps.
Here’s what you do:
After someone buys a pair of jeans from you, send them a thank you note telling them how much you appreciate them for buying from you. You can take this a step further by sending them a consumer guide on how to maintain their jeans. You send them a monthly newsletter as a nice gesture to keep them informed on how to keep looking young and attractive.
What will this do?
#1 Not many salespeople do this. So you will stand out from your competitors.
#2 Most people buy more than once. But you want to be the person they come to when they want another pair of jeans.
#3 Their friends will more than likely ask where they got the jeans from. If they are always receiving communication from you you will be easily in their mind when they are asked about where they can get a pair of those nice looking jeans.
Make sense so far?
…For more grab a copy of my book, Proven Sales and Recruiting Methods.
P.S. This is an excerpt from Chapter 7 of the book. These are secrets recruiters and business owners wanted me to share with them. I was too busy to slow down and explain everything. Now 14 years of sales experience is found within these 103 pages. Enjoy.