How to Sell More

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Before you can sell anything, It is important to understand what people look for when they buy.  

[/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] I don’t mean product or service; I am referring to HOW people buy and it comes down to these five things. [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] 1st, Confidence – “I trust that you can solve my problem.” [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] 2nd, Service – “I don’t know enough to trust you, but you are treating me well.” [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] 3rd, Quality – “OK, I don’t trust you, and you are treating me OK. I’m glad your product is really good.” [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] 4th, Selection – “OK, so your stuff isn’t the best, do you a least have lots of options for me”? [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text] 5th Is Price – “Just give me the cheapest thing you have.  After all, if I’m not getting anything else I mine as well save some money”. [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”] I am usually contested on the order of these five, and most who contest this argue that price should be first and not last. [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”]  The argument I hear the most often is; “all my customers care about is price.”  [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”] So I challenge them to look at their personal buying habits, after all, we are all consumers of someone else’s product.  [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”]  If it all came down to price, people would only wear the cheapest clothes, drive the cheapest cars and live in the cheapest houses. [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”] When in truth we ALL have something we paid more than bottom dollar for, and we all have something we paid more for than we should have. [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”] If you are honest with yourself, you will find that the five reasons listed above remain valid. [/or_column_text][or_spacing height=”45px” __name=”or_spacing”][or_column_text __name=”or_column_text”]

Confidence:

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You will pay more for something if you are confident in the product, service or the person who is selling the product or service.  

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If you trust that the product or service will solve your problem, or the person will solve your problem, you will pay to have that problem solved.

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Service: 

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If you don’t have confidence, then you will look for service.  “You know this product or service may not completely solve my problem, but they are doing a really good job, and I think I will buy anyway.” 

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Quality:

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I know people will tell me they bought something because it was the best quality, which is probably very true.  

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Then I ask if they would have bought that high-quality item from someone they didn’t like or trust, or who treated them poorly and the answer is generally no.  

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Unless of course, they had no other choice.

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Selection:

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 Selection comes down to a lack of the other three.  

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It comes from the perspective of, “I don’t trust YOU to solve my problem so I will have to solve it myself.”  

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The other reason this comes in fourth is that the vast majority get overwhelmed by choice and not motivated by it. 

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They would rather have someone else tell them what to buy. 

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When no one tells them, then they will go hunting for it on their own. 

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Now, there are some people who love to shop for the sake of shopping, but they still go to places they like and trust. 

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Places where they are confident they will find something they like of good quality, and even then, when they find deals they end up buying more and spending more.

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Price:

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When all else fails, give me what you have for the lowest price.  

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“I don’t trust you have my best interest in mind or that you can solve my problem and if I am going to get the same poor service I mine as well get it for a little money as possible. 

[/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”] Now even when you have mastered confidence and service, there are still some people who genuinely do not have the money to afford your product or service, and that’s OK.  [/or_column_text][or_spacing height=”30px” __name=”or_spacing”][or_column_text __name=”or_column_text”]  We weren’t meant to serve everyone. [/or_column_text][/or_column][/or_row]