Selling products is an art and if you master that you can grow and survive in any economy.
When it comes to selling, when it comes to closing, there are so many techniques and so many ways.
Today, I am going to share three powerful sales secrets with you that you can use to sell anything to anyone.
Yes!
You can sell a comb to a bald man also if you follow the right sales technique.
Three Powerful Sales Secrets – Sell anything to anyone
#1 Sell Emotions with your product
The first secret of selling is to sell emotions with your product.
People don’t buy because of logic. People buy because of emotions and they justify it with logic.
I want you to think of something that you want to buy in your life.
- A Car
- A House
- Jewelry
It could be anything. Just want you to picture that. Once you have that in your mind I want you to ask yourself these questions –
- Why do you want to buy it?
- Why do you want to buy a particular item?
- Why do you want to own that item why is that?
I want you to dig a little bit deeper. If you slice through the layers, I think you’ll realize you are buying emotions.
- Maybe you buy the item because of greed.
- Maybe you want to make more money.
- Maybe your goal is to save money.
- Maybe you buy because of generosity that by buying this item, it’s going to help other people.
- Maybe because of shame that if I don’t buy this I’ll look foolish.
- Maybe it’s fear that if I don’t buy this I’m gonna be missing out.
Whatever your reasons are but one thing is sure it is connected with emotions and you will justify it with logic.
So think in the same manner when you are selling something to somebody.
Are you just talking about features and benefits? Or you are pushing those emotional buttons?
Let me clear this up with examples. You must have heard the following slogans of popular brands.
- I’m loving it – McDonald’s
- Connecting people – Nokia
- It gives you wings – Red Bull
- A Diamonds is Forever – DeBeers
- Life is Good – LG
- That’s what I like – Pepsi
- Achieving Excellence for Money – Moneyexcel
All the above slogans are attached to human emotions.
That’s what I’m talking about. People buy because of emotions and they justify it with logic. You have to understand that.
Don’t push your products. Don’t just push your services. Don’t push the features and benefits. Think about what are those emotional hot buttons that you’re pushing.
#2 Include a problem-solving approach in your sales pitch
The second secret of selling a product is always to talk about the solution in your sales pitch.
People buy things that solve their problems. In short, they buy their way out of something.
People don’t buy the drill, they want a hole in the wall.
Let’s say you want to sell a life insurance policy to someone. Your typical sales pitch includes product features and benefits. You may include emotion but if you don’t include a problem-solving approach you may not be able to close the deal.
For a crystal clear understanding look at the following popular slogans of Life Insurance companies.
- Zindgi ke sath bhi Zindgi ke Baad Bhi – LIC
- Sar Utha Ke Jiyo – HDFC Insurance
- Nibhaye Vaade – ICICI Lombard
All these slogans talk about the problem-solving approach.
So what is it that you are, you’re helping them solve that what problem, what is it, what is that thing you have to understand?
So I always say the amount of money that you make is in direct proportion to how deep you understand your marketplace’s pain.
The amount of money you make is in direct proportion to how well, how deep you go, and how much you understand your marketplace’s pain.
So you have to understand what it is, what are the pains that people have and how can you help them relieve some of that pain?
So think about that.
#3 Don’t sell products or services sell stories
The third secret for selling anything to anyone is not to sell products or services sell stories.
Remember people don’t buy products and services. They buy stories. Because when there are so many choices out there in the marketplace, on the Internet, of the product that you want, there are hundreds and hundreds of choices.
You need to remember –
- How do you stand out?
- How do you add emotions to a commodity?
- How do you add stories to products or services?
I have already shared one interesting story of Michael Jorden in my previous post of Power of Positioning – Proven Formula for Success in Business – How Jorden was able to sell used T-shirts for $1500 by adding the signature story of Farrah Fawcett to the T-shirt.
When you add a story to a product, brand, or logo, its value grows.
Let’s take the example of Patanjali. Patanjali’s product and brand are attached with stories. Stories connected with Baba Ramdev and Ayurveda.
The attached stories make the product ten times more valuable and trustworthy.
All because of a story.
The soap sold by Patanaji and Lux is almost the same. The function is also the same but the difference is the story.
So think about what’s the story.
- How can you inject stories into everything that you do?
- Maybe it’s your origin story.
- How did you get started?
- Why do you do what you do?
- How did stories connect with your customers?
So are you using stories in your marketing, in your business?
Remember, facts tell, stories sell.
Over to you
At last, I would like to say that people don’t buy from you because they understand what you sell – they buy from you because they feel understood.
I hope now you are ready to sell anything to anyone.
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