Put yourself in this line of thinking just for a moment.
You are a college beginner. You just moved from Kentucky to Idaho to attend school with no friends, no family and not enough money to pay tuition. Fortunately for you, there is an opportunity to provide sports card packages that you earn for a pretty penny. Good trade, right? Who should you sell to? When you think about length, you realize that there is only one possibility. Network.
You think about all these ambitious sales goals without actually having a sales process, but you find an article that says, "People buy people, not products." What can this mean?
Okay, what do people buy?
Not only are you selling sports card packages because you are looking for the fastest way to make money, but you are also selling them with the idea of working with you and the experience they get when you buy your wonderful product or service. The sports package hardly matters in this situation. People want to buy from you because they feel a connection with you. The cultivated relationship is what really matters. With that in mind, there are two types of salespeople in the world:
1) This is the best sports package on the market with all these great NBA players. The cards are amazing and you might even get an autograph. are you ready to buy?
2) Hi, I'm Collin, are you studying here? Where are you from? What an amazing guy, I actually have a cousin living in New York and he called me with these super sick sports cards. Do you play sports?
Alternative two is the top seller. Here's why:
Reason # 1:
Alternative 1 is trying to sell a product to a customer that may not even be useful to him.
Alternative 2 NEVER mentions that this seller is selling a product. They are just trying to create a relationship with this person by asking questions about their personal lives. People like to talk about themselves.
Reason 2:
Option 1 has no credibility for the seller. Who are you to say these packages are superior? It depends on the customer's discretion.
Option 2 is to create rapport and credibility by focusing on a person's characteristics and characteristics. You want to understand this person for whom he is NOT just making the sale.
Relate this to my life
So why give this little anecdote? In life, your goal is to sell your qualities, attributes, aspirations to a future employer, lover, friend, etc. If a prospective buyer can't relate to you or can't trust you, you're screwed.
If you get out of the closet and are desperately trying to sell your product or service, consumers will sniff it out. They realize that you are not there in their best interest, you are there because you want their money to pay the bills. Have the ability to realize that people are not buying things, they are buying people.
When you go to Costco, you may not even be looking for a new Roku TV, but you will immediately click on the seller that connects with you. You buy the TV because you like the way the seller interacts with and asks you questions. Even on a smaller scale, why do you think people are willing to pay $ 10 for a burger at a restaurant when they're likely to get the same burger at McDonald's for half the price? It's the experience, the customer service. Chick-fil-A could charge $ 10 for a chicken sandwich if they wanted to because people value the experience they get at Chick-fil-A in another restaurant.
Advice for your business - Try this
So think about your business. What are you selling? Who would be interested in such a product or service? Experience this aspect and start talking to people. Try this for me, humor me. Do not postpone what you sell for the first five minutes. Talk to this person, ask him or her about your New Year's goal.
Because even if they are not interested in what you sell, they may meet someone who is. It is this relationship that you have created that can foster future relationships and help your business thrive. Go out, attack and remember that people are buying people, not products.
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