Many people are not good at sales because sales don’t work the way they want them to. It is obvious, but if the sales process does not go well, the product will not sell.
I hope this article will help you learn what it takes to sell, eliminate your fear of sales, and increase your business sales.
The Right sales approach is appreciated by customers
When you do sales correctly, customers say positive things about you, such as “thank you”, “I want to buy it from you”, “I would love to work with you,” etc., even though they are paying for your services.
Conversely, if you do sales the wrong way, customers will not like you and will leave you.
Especially those who are not good at sales have a strong sense of ‘what if I make a sales call and they don’t like it?’ To prevent this from happening, please keep the basics of sales in mind.
Why a product does not sell in your business?
People who cannot sell or who do not get results in sales tend to think only about selling in their minds.
Are you in a hurry to “make more sales this month”? In an unstable state of mind caused by impatience, customers will see through you and your product or service will not sell.
The most important thing is NOT TO SELL, but to think about the customer first.
Do you understand what your customers want?
What is the essence of the products or services in your business?
The essence of a business’s products and services should be services that help customers overcome the obstacles they encounter in order to move toward a new future.
The essence of business is to actually lead customers to their desired future through products and services.
If the ideal future is not available, customers are not willing to pay for the product.
2 key points to make sure customers understand correctly
The two key points to get the customer to understand correctly are ’Necessity’ and ’Urgency’.
Basically, people do not want to spend their hard-earned money easily. However, if there is a Yes, the important thing in sales is to create ‘necessity’ and ‘urgency’ in the mind of the customer.they are willing to pay.
Yes, the important thing in sales is to create Yes, the important thing in sales is to create ‘necessity’ and ‘urgency’ in the mind of the customer.
So, how do you create a sense of ’Necessity’ and ’Urgency’ in their minds?
How to appeal for ’Necessity’ in sales
The first step in sales is to propose the ideal future needs of the customer.
Examples of effective approaches in sales based on homeostasis
‘If you leave it alone, you will go to the ever-extended future and the same reality will continue.’
‘If you want to have the ideal future you want (if you want to change the status quo), this is the turning point, and you have to change direction.
“THIS is the future you want, isn’t it?
“If you want to change to the ideal future you want, you have to make a change here.”
The key to sales is to present the ideal future that the customer wants.
What do customers feel about your sale?
Customers will imagine two patterns from your sales: the best and the worst.
If they can imagine the best possible future, they will begin to consider buying your product or service.
On the other hand, They also imagine a negative, worst-case future. For example, ‘What if I don’t get results for my money?’
The most important part of our sales work is to provide care to those who imagine this worst possible future.
We need to approach customers who see us negatively, at least to make them think about plus or minus 0.
Since the worst future for customers is the future in which they wonder what they will do if they pay and lose money, it is very important to take a sales approach that makes them think that they will not lose money in the end.
Risks and Countermeasures
Risk 1,
Risk of losing money only because the product or service purchased is not good enough and the future will not change at all.
→Examples of countermeasures
Return policy, free trial, gifts, etc.
Risk ２,
Purchased products or services are good, but customers do not fully utilize them.
→Example of countermeasures
Establish a question and support system
Risk ３,
Even if the contents of the purchased products are good, they do not produce good results because they do not make an effort to continue using them.
→Example of countermeasures
Frankly speaking, 80% of people in the world are unwilling to make efforts to maintain the status quo due to homeostasis.
It is important to provide a mechanism and support system that enables them to work hard.
Providing this will give you peace of mind.
If they are still struggling with something other than these 3, We would ask them directly about their problems.
What’s bothering you?
What are you worried about?
When you hear their problem, you empathize with them and suggest what they should do in such a situation.
The job of a salesperson is to solve the problem and make the situation +/- zero.
The basis of sales is to communicate the “necessity” in the customer’s mind.
How to appeal for ’Urgency’ in sales
But,
”I don’t have the money”
”I don’t have the time”
“Can I put it off?”
and so on, due to the status quo nature of homeostasis, customers tend to postpone their purchases.
The important thing in sales is not to say, “Let’s apply quickly,” but to properly convey the urgency for the customer.
Understand the loss aversion nature of the customer and tell them that they will lose money if they don’t act quickly.
People are creatures who hate to lose more than they hate to gain.
So, it is ‘love’ to suggest, ‘You have to get the good service now,’ and not to delay the decision.
Because if the products and services are really good, the customer should not be able to get to the ideal future without your product or service, right?
You want the customer to go to the ideal future as soon as possible.
Provide them with urgency and encourage them to make a decision with love. This is the sales process.
Examples of things to do to facilitate decision-making
- Limited time offer
- Limited number of people (Limited people can get the benefit)
- Limited offer (you can get a special offer if you apply by when)
- Limited Discount
You may combine the above approaches. Help them make a decision by saying, ‘Let’s make a decision by when,’ and then get them to act (buy).
2 Key Points for Sales Promotion Overview
If you create “urgency” and “need” in customer’s minds, they will essentially take action to purchase your product or service.
There is an order in the sales process to create “urgency” and “need” in the customer’s mind.
The key is to ‘wipe out the negative future of the other person and make it even.
