The Secret Principle you need to understand if you’re trying to Increase Your Sales Online
If you’re in sales in any capacity, and I’d argue if you’re a HUMAN BEING, you benefit from and leverage sales skills every day, then you probably spend some measure of time wondering how you can convince MORE people to buy the solution that you sell.
This becomes a huge issue for entrepreneurs - trying to figure out the sales and marketing secret sauce to increasing their sales without having to run themselves ragged.
Unfortunately, one of the most common mistakes I see business owners making when it comes to marketing and sales strategies is that they focus on the buyer’s rational function to make a purchasing decision. The issue with this is that the DECISION to buy something actually stems from an emotional response, not a rational one.
Once you understand what makes a person decide to buy, selling becomes much less of a convincing game, and more of an attraction one. We’re emotional beings, we feel first and think second, so your marketing and sales strategies should reflect that.
In fact, there are 11 core desires that are emotionally driven that cause people to make purchasing decisions.
Those desires are:
Look Better
Feel Better
Stress Less
Avoid Effort
Success
Increase Happiness
Make Money
Save Money
Save Time
Feel Liked
Feel Safe
If you can identify the highest desire of your client, you’re well on your way to tapping into their emotional decision making process.
Want to super-charge your sales? Lead with the emotion, then follow with the ration.
To do this, you lead with the core desire they’re looking to achieve, and then you explain either why it’s a good idea. Here’s an example.
If you’re a business coach and you’re selling your knowledge and expertise to people that want SUCCESS, you might say something that highlights the way they desire to feel success.
EXAMPLE:
What would it feel like to have clients coming to you with ease?
(this taps into what she desires to experience and feel)
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(articulating the promise of what the product does)
And you can snag it for less than a dollar a day.
(this is the rational response to whatever excuse she presents, in this case, cost)
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