Sell them what they want, not what they need!

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Sell them what they want, not what they need!

Encourager-In-Chief: June 22nd, 2016

Focus on your customers.

Why do most people find selling so difficult? It’s because they make it more difficult than it needs to be. Most salespeople waste time trying to sell people what they need, when in reality, it is much easier to sell people what they want.

One of my best friends from high school used to work in a liquor store. The owner told him something that he shared with me, and I’ve never forgotten it. He said, “It doesn’t matter how much money somebody has, they will always find enough money for cigarettes, booze, and lottery tickets.”

Let’s face it: Nobody needs cigarettes, booze, or lottery tickets. They don’t buy these things because they need them. They buy them because they want them.

This is true in any industry. People don’t want life insurance. They want the peace of mind of knowing that their families will be provided for in the event of their untimely death. People don’t need to join a country club. They want to socialize and enjoy playing a round of golf. People don’t want newspapers. They want information. People might need good healthy nutrition, but they want ice cream!

The sooner you understand how to sell people what they want, the easier it will be for you to hit your sales goals. Practice asking questions and listening to your customers answers to find out exactly what they want and how you can provide it to them.

The easiest way to find out what your customers want is to ask them.
- Dave Romeo

This excerpt is taken from my How to Sell What People Really Want seminar.

The Psychology Of Selling V: Selling What People Really Want

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I encourage you to download my ebook, Sell Them What They Want! (Not What They Need!) Using the Only 4 Benefits People Buy.

Sell Them What They Want (Not What They Need)

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