You might be surprised, but people like to buy, especially services.
If you think about it, we are brilliant at buying new stuff, aren’t we? We love to own new things, talk about it, being so excited that we have it! But how many times did it happen to you to not even need the object that you just happily bought? How many stuff is still on the shelves?
Then why is so hard to sell? Do you think it’s different when it comes to selling services rather than products?
Where is the catch?
Well, people don’t like to be solved. If you only want to sell and don’t honestly care they can feel it. People get in touch, communicate, place themselves as the expert, but they are impatient and start pitching too soon. They are not planning, and they are also not showing empathy – which is an essential key here.
People don’t care about you. They are looking for a solution to a particular problem they are trying to solve.
Also, it’s essential to know that people don’t buy logically but emotionally!
You can have the best offer in the world, but if they don’t see you in a friendly way – and not on a problem solver way – they won’t come up in the end. They will go for someone else.
How do you make people believe you? Being consistent and Providing VALUE.
That’s the best way for people to hear from you and to get a sense of what they can expect from you. I am not saying here that you suppose to give everything you’ve got for free. I am just saying that you geniuses help. Choose one problem you are very good at solving for your clients and spread the message.
People jump from one thing to another, and then they confuse people.
A confused mind won’t buy!
It’s also important to say that loads of people think that if they include particular strategy, everything will work out. There are loads of messages around us where people say that only their strategy is the right one. That’s why we all have testing periods. To see what works for us. In all that follows exact a,b, c steps nobody mentions the personality and uniqueness. That is what makes us different from the others. Not product or service. We are not the only person in the world who provide particular product or service.
Now let’s talk about objections. People ask me very often how to answer them. Objections are nothing else but the fears (of person who might or is going to buy).
- the fear of the risk
- the fear of wrong judgment
- the fear of bad investment
- the fear around trust
Sometimes it’s enough to ask more questions or give it the more answers. Sometimes they don’t see real VALUE (most of the people do not understand that it costs much not to earn but to invest + learn = make money.
Can you respond to money objection? Sure you can. 🙂 I don’t use the scripts. I want them to make free to decide. People like to have the freedom to CHOOSE.
There is the whole strategy around how to behave on a sale call. I am not going to confuse you with too many information at once. I just want you to be aware that the objections are the fears. They are not real.How do you behave if anyone threatened your freedom? You run away. That’s why pushing hard when you feel you might lose potential client it doesn’t work. If they feel that you are trying to take their freedom away, you lost the client.
Because of the reason that people buy emotionally, you can have the best offer in the world, but if they don’t see in you in a friendly way and they didn’t gain KNOWN, LIKE, TRUST factor they won’t buy from you again.
When people buy, they want to fulfill some of their needs (worth, happiness, safety, etc.) If you listen to them carefully, you will be able to recognize what they need, and you will be able to offer what they need.