People Hate to be Sold, But They Love to Buy!

This article is not about the traits or personality of a good salesperson. It's not a list of tips and techniques to make more sales. It's about feelings! Let me explain:

If you are going to be selling something, you need to know what it is that people really buy. People don't buy your products, services, or ideas: They buy how they imagine using them will make them feel. People want to feel good about what they buy. Think about these statements for a moment. Can you think of any purchase where this would not apply? Whether it's a gourmet coffee, a new suit, new car or even a house. This applies even to those things you might consider necessities. The purpose of selling must be to help people get the good feelings they want - about what they bought and about themselves. Don't try to get people to do what they don't want to do. They don't want to feel like they are being sold. But they do want to buy. It's fun. They enjoy it. You need to help people do what they already like to do, and that is to feel good about what they buy.

Almost everyone who succeeds in life is really an effective sales person, whether he or she realizes it or not. Successful business people sell others on the value of their product or services. Successful leaders sell their abilities to bring people what they want. Even successful parents sell their children on leading happy and productive lives. Imagine yourself as the buyer. Remember how you feel when you are the buyer. You probably tend to distrust the person who is selling to you. You would like to trust the person (and/or the company) you buy from and you want to be able to count on them for good service or support if needed. Trust and Service - that is what you would buy. The sales person that provides people with trust and service will do very well.

Behind every sale is a Person

The person so many people call a customer, prospect or lead is, in fact, a person. If you treat him or her as a commodity, a sales statistic or as anything but a person, you reduce yourself to a peddler. They become your customers only after you have made their life better after having purchased your product or service. There is another person in the sales equation, and that is you. Do you feel good about what you are selling? Are you making someone's life better by selling him or her your product or service? Ask your self this question: "Am I more concerned with trying to get what I want or am I really helping other people get what they want?" If you are focused on making your life better with the money you will make from the sale, you are not making your customer's life better. Focus on making the other person's life better. Make this your selling purpose. People can soon sense it when your purpose is to help them.

If you are consistently making sales, it is a sure sign you are adding value to the other person. Your customers will trust you, give you referrals and stick with you for the long haul. When you want to remember how to sell, simply recall how you - and other people - like to buy!

G. Edward Smith, a lifelong entrepreneur, considers himself an "Entrepreneur in Progress", always looking to improve himself with new personal development, inspiration, motivation and education ideas. He welcomes you to visit the New EnrepreneurChannel - http://www.entrepreneurchannel.info to share experiences, business ideas, victories and defeats.

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