Salesmen like to get customers hyped sadly more times than not they shoot and miss. The reason they miss so much is that their focus is on the wrong things, customers don’t care about the product they care about themselves.
Before trying to sell me on a first class ticket to wherever, ask me if I’m afraid of flying. When you’re trying to sell me on going to the gym don’t tell me how healthy it is, or how shredded I can get, tell me how many girls I will get. Are you starting to see a pattern?
You have to get into the customer’s mind and understand why he’s talking to you in the first place. Until you get that you will never make a sale. Another quick point, the fact that a sale has taken place does not mean you made a sale. Sometimes you will have clients so excited to get your product they just throw money at you, that’s not making a sale.
After you understand what the customer wants, you need to take into account what he might complain about. Lucky for me, I have friends that will complain about anything (so I got some practice). I bet if you gave them a million dollars right not they will complain about the presentation, what kind of container should have held the money.
Once you have those two points you can start talking to your customer. You start addressing his issues even before he had a chance to tell you what they are. Have you ever been to a fancy restaurant that gave you wet naps after you eat anything sticky, and bring them to you just as you put down the last piece of food? How awesome is that? Now imagine a conversation progressing just like that. Would you want to buy from that salesman? I’m willing to bet you would.
It’s as easy as that. The sale is not about you or about your products, it’s about the customer.
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