BUSINESS TIPS: THE ART OF SELLING

THE ART OF SELLING

It might interest you to know that every single day, from the moment you wake up until you go to sleep, transactions are being made.To have a successful business, you have to learn how to sell. If you don't, your business is already doomed for failure.

Whether you're providing a service or creating a product, you have to know how to sell in order to make money.

There are millions of brands out there doing the same thing you do.  You need to ask yourself why  people don't  patronise you but prefer  other brands no matter how expensive they might be?

People don't buy from you because they don't  see the reason why they should buy from you.They don't trust that your products can solve their problems. How can you solve this? 

You need  to get in touch with people's emotions.Whether  you like it or not, people have emotional attachments/reasons to  buy things or patronize any products. 

Let me ask you a few questions:

1. Which of your friends do you like the most ( the one that connects with you the most)?

2. Who is your favourite footballer?

3. What is your favourite song?

Did you answer these questions?

Do you notice how every logical explanation flies out when someone tries to tell you something that goes against what you believe about something.

My favorite footballer is Christiano Ronaldo, imagine how defensive I get when someone tries to tell me that someone else is a better player. I will defend Ronaldo with everything, even though I've never met him and he doesn't know me.

If you ask me why I'm defending him, I really have no logical explanation for you.Do you get the point?

When people buy, there are emotional reasons attached, your job is to identify  and emphasize it while trying to sell to them. Get it? 

Find the reason(s) why your customer wants that product or service.How do you find the reason? You don't start asking them to tell you stories.You study  their  emotions  by listening to them when they talk.Most times they won't come out straight to tell you the reason why they want to buy something. That's why you have to listen to them carefully, study their words carefully and figure it out.

Let's say you sell cars, the way you pitch a sale to someone who wants a car to impress his girlfriend or show off, is different from the way you pitch a sale to someone who wants a car for commercial purposes ( to start a taxi business, etc).

Picture this illustration for better understanding of the concept. Mr Ola is a rich man. He has expensive phones,four expensive cars in his garage, sits with the big boys, always travels with a first class ticket and is always buying  the latest models of exotic cars not necessarily because he needs them but because he wants to feed his ego and let everyone knows that he's rich.

Mr Ade is a civil servant. He has four children and he lives from paycheck to paycheck. He's always complaining about lack of money, taxes and rise in the prices of things. Now, Mr Ade's car is spoilt, looks rickety, needs to be pushed all the time, infact everything about the car is bad. He needs to buy a new one even If he has to take a loan to buy it.

Now, you sell cars. You won't introduce  a brand  to both of them the same way, even though, they want the same thing (a car) because they are acting on different emotions.

 

So, you don't tell Mr Ade to buy your car because it will make him feel good or because it was made with gold.Likewise, you don't tell Mr Ola to buy your car because it's cheap and affordable.

Do you get the picture? Even though it's the same product, the way you pitch a sale to a client depends on the emotions that the client is acting on.

 

Your job is to find out the real reason why the client wants to buy, if you don't do that, even if your product is the solution to the person's problem, the person won't buy, you'll just be wasting your time. 

Make them see that your product is the best to solve their problems.

I hope you learnt something.

Till next time.

Onamiyeoluwa Ademola

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