One of the most important tenets of business comes in handy with the famous sale saying: “Sell me this pen.” Now let me explain the secret behind how this works, what does “sell me this pen” really mean? How to do it properly? And most importantly, how can you apply it in your business today? So follow along to discover the only selling method that actually works.
There are countless people who think that selling means talking about their product, convincing them that their product is such a good option because it has many characteristics, colors, and features…. Trying to make people want it. NO. Although you might get a few sales here and there, I guarantee you that you won't do much. If you want to sell, you need to convince them that they NEED it, that's way more powerful than wanting.
People will do anything when they are in need. So coming back to the pen example. Instead saying: “You should buy this pen because it is read and it's made of plastic and is so comfortable when writing.” You should say: “You need to be able to write down your ideas, you can write a novel that might be a hit. There is no such thing as ‘I already have a pen, you always need more pens.” You see? sell the need, don’t sell the product. Another good illustration of this is the following: Imagine you go to a store to buy a drill, you don’t buy the drill because you love drills and can’t get to get a new one. You probably buy a drill because you need a hole in the wall to hang out something.
Sell the hole, not the drill! In your business, sell the result, make sure you find a need that your product can solve, use this need to your advantage and focus your pitch or message on that.
Remember that people sometimes buy things they want, but they will always buy things that they need.
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