Do You Hate Being Sold To And Selling?
Do you hate being sold to? Do you hate selling? If you answered yes to either one of these questions, you aren’t alone. This article may give and idea or two.
If you hate being sold to, you aren’t alone.
To prove this to yourself, walk into any department store and see how fast a sales associate will approach you asking if they can help you find anything. Your response will probably be an automatic no because you haven’t found what you want.
Many shoppers want to check availability and price BEFORE they seek out a sales clerk. In addition to that, you don’t know, like or trust the sales person so you don’t know if they can answer your questions, if you have any.
If the person approached you and said, “Hi, How are you today?” You would probably respond out of courtesy. If that was followed up with “My name is John Smith and I will be in this area unless another customer needs my help. Please look me up if you have any questions or are ready to purchase.” You will probably be more seek them out when you have questions or are ready to check out.
By nature, we hate being sold to but we love buying what we want or need.
When you first approach someone that doesn’t know you, their primitive brain is in fight or flight mode. Say the wrong thing and all defenses are up and they want to get away from you as quickly as possible.
By approaching with friendship, you aren’t perceived as a threat so the higher functions within the brain are more open to hearing what you have to say.
If you begin the conversation by offering something that has a high perceived value, you put your prospect in the position where they subconsciously feel the need to reciprocate.
This gift takes you far away from the perceived role as a sales person.
Your prospect’s defenses are down so you can begin educating them to build the trust further. Your goal is to lead your prospect down a path where they answer yes to every question you ask. By conditioning them to agree with your statement and saying yes to your questions, you will find it MUCH easier to get them to say yes when you ask them for their business.
Many good marketers will have 3 different priced packages in their pocket so they can give a presentation that offers good, better and best solutions for the customer.
Most customers tend to choose the middle package when given three different options.
People love to buy what they want or need. When you get the defenses down and clearly show your prospects what they need without trying to sell them, they or much more inclined to buy the products or services they need once you educate them without making them feel like you are trying to sell.
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