If you have missed the part 1 post, click here to read the part 1
Quick Recap: In part 1– Sell the product that your customers want. Help them achieve their goals, or get their problem solved.
When you creating product, you will need to make sure that this is the product that your customers WANT but not NEED. Both of them are DIFFERENT. The things they need, doesn’t mean they will want that things.
Example: James need a car, so he can go anywhere anytime he want without waiting for taxi or buses.
Take note here: ‘James need a car’
Car is too general, it could be BMW, M.Benz, Toyota, Honda, Mazda, Ferrari and etc. If you simply intro any model to James, then the percentage of closing sale is less than 50%. You will need to know what he WANT.
It could be fair price around $20k, 6 seats, 4 wheels drive and etc. THIS IS WHAT HE WANT.
James need a car but he want the car have 6 seats, 4 wheels drive and price around $20k. So if you intro James BMW that cost him around $50k and just 4 seats, do you think he will buy?
Or you intro him a car that cost around $10k, 4 seats and front wheel drive. Do you think he will buy? Of course NOT, although the price just $10k, but he want a 6 seats car so his whole family can get in.
The customers want 6 seats but you intro 4 seats, and the closing sale is less than 30%.
We know that our product will not 100% fit to all customers, but at least fit their 70% things that they want.
Example: James want a car just cost around $20k, with 6 seats and 4 wheels drive.
If you have a car that have 6 seats and 4 wheels drive, but the price is around $25k. Then your closing rate is as high as 90% above. Because you have closed 2 of the things he want and just left 1 behind. So it’s time to say something good and sweet why your car is so GOOD, and say a few good reasons is because of 6 seats and 4 wheels drive (keep remind them that the car have 6 seats and 4 wheels drive), so you’re hypnotize the customer to their mind with “This is the Car you’re looking for” or “This is the Car you want”.
Keep praising the things they want, like James want a 6 seats car with 4 wheels drive. Then you target the ‘6 seats’ and ‘4 wheels drive’. Keep prasing how good is the 6 seats car and how good is the 4 wheels drive car. The customers will feel that you have a same thinking with them.
I know this may sound like not good, but HEY, this is WHAT THEY WANT TO HEAR.
Honestly, people like to hear GOOD and SWEET. But I know there are some people don’t like. Who care?
The truth is MOST people like to hear GOOD and SWEET. Do you want to do business with 80 people or 20 people?
You know the answer. We’re doing business, customer willing to pay money just because you can deliver the things they want. Who care you’re talking from your heart or not?
You can say GOOD and SWEET about their car, shirt, hair, hobbies, or the things they WANT. Example like: “I agree, 6 seats car is better because blah blah blah….”
A successful sales person know how to talk to their customer. They’re expert of entertainer! You make your customers happy, you get paid. And they’re more likely to hear from you again (because they want someone like you that understand what they want)
This is simple– do you like a person that always say something bad (negative) or always give bad comment on you? 🙁
If a person always say something GOOD and SWEET and always praise you, I believe you more likely to join with him. You know the answer. 🙂
Remember: There are no right or wrong in doing business. We do business with majority people and give what they want. That’s it. They get the things they want, they HAPPY and you get paid. Thank you!
[tags] make your customers happy, serve customers tactics, customer service, sales marketing, sales and marketing strategy, advantage sales and marketing, strategic sales and marketing [/tags]