You may not realise this but no-one is ever buying the product or service you offer. Never.
What are you selling then?
What your clients are really buying from you is the RESULT or OUTCOME of what your product or service will GIVE them. They are buying a solution to their problem or an experience.
So how does this affect the way you sell?
With this in mind, when you are pitching your product or service, you must think about how you are talking about it? Are you talking more about the logistics of the product than what it will do for your client?
Are you discussing the features of the fancy new gadget, or how long each session is and how much it will cost instead of the outcome once they’ve applied what they’ve learnt?
If you’re sitting here thinking ‘oh @$%#! that sounds like me’ than I have GREAT NEWS! There is one easy change you can make in your sales conversations immediately that will guarantee better results.
What is it?
Stop talking about the features and benefits, the logistics and details of your product or service early in the conversation.
Instead, talk about what using that product or enlisting your service will do for them, give them and how it will help fulfil their need or fix their problem. In other words, the OUTCOME or the RESULT of your product or service.
It is that simple, so don’t be tempted to overcomplicate it or make it harder than it is.
You will eventually need to talk about the logistics and specifics of how it all works, but that is not going to be what gets people curious and wanting to talk to you about what you can offer! And it won’t be what eventually get’s them to buy!
Learn how to increase sales in your business. BOOK NOW for a free Sales Strategy session with Nicky.
Nicky Miklos-Woodley is an Evergreen Sales & Business Coach, Trainer and Speaker.
There is a common stigma attached to ‘sales’ and yet, sales are so critical to the success of all businesses. The hard truth is without sales, your business is a hobby.