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7 November 11

Understanding The Psychology Around Sales

Some people are just naturally gifted when it comes to sales, however most people dread it. Selling is actually not about “selling” at all, it’s about understanding the person in front of you and delivering on their needs in a way that is easy and enjoyable for both parties.

Sell Without Selling

This would have to be one of my most popular presentations to business owners and their sales team. It is your bottom line and it will make you or break you. In the old economy it was the hard sell think car salesman. In the new economy it’s all about the soft sell Know. Like. Trust. This is nothing new, forward thinking businesses have been doing this for years however this concept is new to the majority of people.

Your customers thought process is simple:

Know. Like. Trust: They need to get to know you, you need to be likeable and most importantly they need to trust you.

Then in their sales journey they need to go through this process:

I love it.

I want it.

I will buy it.

First and foremost you need to understand exactly what their desires, frustrations, feelings, wants and needs are. Focus on their emotions, needs and desires then wrap your product around that.

Top 5 Ways To Sell Without Selling

  1. Turn features into benefits, and then turn benefits into feelings. Most people only do the features and benefits but once you add the “feeling” that’s when magic happens.
  2. Know the keywords, buzz words or power words. These are the words that melt in their mouths leaving them longing for your product. This has nothing to do with SEO it is about your customer and their feelings. It’s a great idea to brainstorm this with your team.
  3. Answer any objections they might have before they ask it. What are their objections and how do I solve it.
  4. Understand the 5 emotional triggers- Fear, Guilt, Greed, Pride and Love.
  5. Sell the magic pill and always deliver.
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  • Pingback: Sell The Way They Want To Buy | Bra Queen - Lingerie Business Coach Melbourne()

  • Love that you really sell the ‘benefits not features’ idea. I am about to bring out my new line, so of course I need to write new descriptions (never use the ones supplied). Subscribed to your mailing list!

  • Awesome Lilibeth! Go one better then benefits and place their FEELINGS in your descriptions and you’ll blow it out of the water 🙂

    Good luck
    Rx
    Renee recently posted..A Lingerie Trade Show in NYC

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