People hate to be sold stuff, and they love to buy stuff! Your job is to create a condition in which they want to buy.
Dr. Mitchell Perry
|World Class Selling|
Most people hate sales and salespeople… why? Because most salespeople are garden variety. What is “GARDEN VARIETY”?
But what do the BEST of the BEST salespersons know? And how do you become a World Class Seller? How do you separate yourself from the “herd”? The first thing you must understand is the psychology of selling:
“PEOPLE HATE TO BE SOLD STUFF,
AND THEY LOVE TO BUY STUFF!”
So how do you get your customers to let down their defensive guards and be open and ready to buy from you?
First, instead of your trying to sell the product or service, you must create a condition where your customer wants to buy. It requires skills and practice to create that condition.
Second, you must focus on your customers, understand their feelings, and build the necessary relationship glue.
Third, you must understand how your behavior determines the perception of value which your customer places on you and the relationship.
When the customer is convinced of the VALUE, the customer will buy — your behavior has a HUGE impact on that value.
And last, you must learn the communication tools necessary to get your customer to say “yes.”
When you master these skills, you will be able to sell with all the class in the world and you, too, will be “The Best of the Best!“