The Actual Source of Selling

 

The Actual Source of Selling
By Adam Reed

Top producers like Anthony Robbins use this technology and never say anything about it and if you are building a business or expanding an existing business then you must have and use this too.

The technology breaks down into specific parts (4 in total), that when assembled create a powerful, workable selling dynamic that is irresistible to anyone.

Most sales techniques are based in some form of pressure, force or convincing. In this article, as you read on, you'll see that none of that is here. Those 3 forms of selling are backed by a lack of distinction and do nothing more than create an experience to the customer that is unpleasant. Unpleasant in such a way that they will avoid you and speak negatively about your business to everyone they encounter that is looking for your product or service (you can recover them but that will be in another article!).

So let's begin...there are 4 specific parts and here is what they are.

Specific part number one:

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You must know exactly how other people will benefit or gain from your product or service (and as a side bar, you must be absolutely empowered, inspired or excited by those benefits and gains, why? because if you aren't, either is anyone else!)

Specific part number two:
People absolutely must know, exactly how they will benefit or gain from having your particular product or service. You must show them specifically how, where and for approximately how long they will benefit, in other words have them experience the impact in their life or business, past, present and future.

Specific part number three:
Ask pleasurable and painful questions that get people into the experience!
You can ask specific questions that will cause the other person to begin to experience the product or service before they even purchase it! Some of the pleasurable questions are "what would it be like to have a powerful coach (if your business is coaching) supporting your sales team in your business?" and "what would having that powerful coach make available to your business day to day?" and "what are the benefits and gains 3 years, 5 years 10 years down the road?" (be sure to introduce a time line into the sale)

Then you can begin to ask painful questions to the potential customer like: If you don't take on this product or service, what will it cost your business every day? and then what will it cost your business 5 years, 10 years down the road? what will it cost you financially? what will you miss out on? (can you see where I'm taking this?) At this point they see both the benefits and the costs of having or not having this service and they are actually experiencing that through the questions you've asked!

Specific part number four:
Close when they are at the peak of the experience! At this time if you've done steps 1 thru 3 effectively you can simply ask them, if they'd like to purchase, product or service "x", create and sign a contract etc. What you will get are people satisfied and excited to get this product or service from you. This is proven, over and over and over again! - do it and watch as people say yes, time and time again!

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