Year End 2022
Stop selling your product or
Hey, you are selling the finest, most innovative,
most useful product or service in your market. You have shared
features, advantages, and benefits. You know everything about your
offerings and your competition. Yet, you still don’t understand
what you are selling. Most importantly, you don’t understand
why they should buy...from you.
Realistically, you are selling the SOLUTION
to a PAIN or a PROBLEM, or how to take advantage of
an OPPORTUNITY. Your product or service must solve their
pain or problem, or assist them to take advantage of an
opportunity. Personalize your presentation so that they get
emotionally involved in the outcome. Most people buy emotionally,
not logically. Use that knowledge to help your clients get what
they want…from you.
To get on that personal level with your client, ask
open ended questions. These provide you with information, while
allowing your client to share their feelings about what they want
to accomplish. If you just start selling without understanding
their pain, problem, or opportunity, then you are just another
salesperson, only interested in making a sale.
Here are some examples:
If selling investments,
ask how having the right portfolio will help them now and in the
future. What pain, problem, or opportunity will these investments
If selling homes,
furniture, or vehicles, begin by asking what event has caused them
to begin their search. What pain, problem, or opportunity will your
If selling insurance,
ask if they want financial protection or a future investment. What
pain, problem, or opportunity will this insurance
If selling clothing,
jewelry, or home goods will the new product replace something else,
or are they searching for a special gift, or to make themselves
feel or look better. Will this product be for a special event or
everyday use? Who will use it? What pain, problem, or opportunity
will this address?
Note the use of similar questions. These questions
are designed to help you understand what your client’s FUTURE
SELF looks like to them. Then share how they can achieve
that FUTURE VIEW OF THEMSELVES by getting your
product or service from you. This will appeal to them on a personal
level. They will know that you care and that you can help them.
Creating this mental picture of their FUTURE SELF,
using your product or service, that they bought...from you, creates
value in you and in what you are selling.
Now, get ready
for your fantastic success in 2023!
And that is today’s Morning Minute.
(Programming note: we will resume twice weekly
Morning Minutes the week of January 1, 2023)