Have You Ever Been To Home Depot You Ask The Salesman For A Drill And They Start Selling You On The Features Of The Drill ?
Most professionals or those who use a drill in their profession they want to know, How long will the battery last if it’s a portable drill, What kind of torque the drill has because it is required for specific types of jobs, Does the drill have a reverse or What kind of warranty the drill has ?
Put yourself in the consumers shoes for a minute and think what things would be important if you wanted to buy a drill.
What is the difference you might ask ? Well in the sales world we call it, Selling the Benefits and not the Features.
When I previously worked in the automobile industry there was this one Indian gentlemen that would consistently sell 20 to 25 cars a month and didn’t work half as much as I did and I struggled to sell 10 cars a month.
One day I told him that, I wanted to learn how to make more sales like he did. What do I need to do? He just chuckled at me and said, You have to sell the sizzle not the steak.
I thought he was joking at first but he was serious and for the life of me I did not know what the heck he was telling me. I said to myself this guy has lost his marbles and clearly this is the reason people buy from him.
The I confronted my sales manager and told him what the other salesman had told me and asked him if he was crazy. My sales manager looked at me and said, He is the best salesman we have in our company and he consistently has outsold everyone for the last five years.
My sales manager said, What he meant was that when you are talking with your customers you need to first ask questions of what features they are looking for and then you sell them on the benefits of those features.
It hit me like lightning bolt when my boss told me that and it has never been the same since then.
So, getting back to the drill. When you have people wanting to buy the drill you ask them, What are they using the drill for ? When they tell you then you can sell them on the benefits of the purpose they are looking to use the drill for.
These selling strategies, sales tactics or selling techniques apply on how to make more sales online as well.
The difference online is that the customer is not walking into a physical store front but are still walking into a store online. Initially there is no person to person contact but this is where your selling skills along with a well crafted sales funnel come into play.
First there is lead generation where you go find out where your prospects and leads hangout. You do this by doing your market research using tools like Google Keyword Planner.
Getting Your Prospects In Your Store ?
Second you need to present your prospects with posing a question or a thought provoking headline that gets your prospects to come into your store ( Your Ad ) to learn more about your product.
How To Make A Sale?
Once they are in your store then you sell them on the benefits of the product they are already looking for and how it can help them solve their problems.
You tell them about how the drill has the torque and hammer action to make the holes in their concrete wall the reason they need the drill for in the first place.
Now, How to close the sale ?
You already have lead your prospect to saying to themselves many Yeses and they are ready to pull the trigger and pull their credit card out because you did a great job pre-selling them.
You simply tell them, since this is the drill that you love and has all the features and has all the benefits I explained to you just previously Click Here to get your drill!
You noticed what I just did ? I recapped everything about the drill they love and they picture themselves using it at home already and then subtly placed a Call To Action.
If you want to be successful and learn how to make sales more effectively you must invest in yourself and learn from others that are having success. Those who are successful already can provide you with a shortcut to achieving your sales goals faster.
EMP has provided me with many sales techniques and sales tactics I implement into my business daily and just for visiting and reading this tells me that you are serious about your business and I would like to share a Free 10 day marketing bootcamp that will show how to recruit more leads and make more sales in your business. It’s awesome, it works and it’s Free!
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To Your Abundance!
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