People don’t like to be sold to, they feel reluctant to pay you if your approach is focused on selling to them. But they are more pleased with you when you try to help them. Especially when you carefully analyze the value of your product and how it will be of help to them, they will be glad to pull out their wallet and say “Take My Money”.
This strategy is widely accepted especially when selling online, and the same strategy is what I used in selling my product online. The concept is to create a free training that will educate our audience about how our product will be of help to them. We gave out some profound selling tips for free and how they can implement it in their business.
If you come across any of my free training online and you find it helpful, that is a clear sign that my premium course will help you sell your products and make you more money. Paying me for my premium course won’t be a problem because I already added value to you through my free online course.
Immediately I told him that I am into real estate, he tried to round up with the conversation so he can leave.
I didn’t tell him that to scare him, I just wanted him to know. Hopefully, we can do business together. As the matter of fact, one of the area, he mentioned to have property is my dream location and I could have bought from him. But he wasn’t friendly enough to find out. His intention was mainly based on sell to me and not to help me, if he had come with the intention of helping me we could have talked a little longer for him to find out that I am interested in one of his locations.
As a salesperson myself, I realize that his approach is strictly based on making money and not about caring about the customer. So I decided to help him by providing him with some sales techniques that will help him improve with his sales pitch and make more sales.
Because If he had continued with his approach I know he will make very little sales and he later confirmed to me that he is not making enough sales. In-fact other members of his team are doing far better than him and he is likely to lose his job if he didn’t scale up.
I made him understand that selling is about helping people get what they want, then you will get what you want in returns. I told him the principles and strategies he can implement to help to boost his sales. The conversation lasted for over 30min, he enjoyed my ideas because he knows that it will work for him when he implements it.
He didn’t want the conversation to end but I had to leave, I have given him enough value that made him ask for more so I told him about my sales training coming up the following week. He was more than happy to sign up and he made payment right immediately.
Let me analyze what this means in brief.
We met at the restaurant, he wanted to sell to me but he couldn’t close the sale because it was so obvious that all he wanted was the sale and nothing more. But I decided to help him without having the intention of selling anything to him. He found my information helpful and he bout from me. I only wanted to help him but that made him pull out his wallet and said: “Take My Money”.
In business, you don’t sell but you help.
Understand how your product or services help its buyers and pitch that during your sales process.