“People don’t like to be sold, but they love to buy.” – Jeffrey Gitomer I learned this concept early in my sales career and it…
I learned this concept early in my sales career and it seems like such a simple concept, however, I believe most salespeople don’t truly understand it. Think about it, do you want to be sold something, or do you want to buy something? Buy it of course.
Let’s take a look at it this way.
What is most common objection in all of sales?
“Just looking,” right? I think we can all agree on this. I mean we have all walked into a store, with the intention of buying something. We knew exactly what we wanted, all we needed to do is find it, grab it off the shelf, and buy it. However, when a salesperson, or clerk for that matter walks up to us and asks, “How may I help you?” we immediately blurt out, “Just looking.”
Every one of us has done this at one point or another. This is part of our human nature to protect ourselves. Even though we are there to buy, we say we are just looking out of fear of being “sold” something.
Being “sold” something by another person is associated with:
So as a salesperson, let’s flip the script, and instead of trying to figure out how to sell someone, let’s take a look at why people buy. I mean that is what they really want to do isn’t it?
It is time to change your focus. Stop focusing on what you want, to sell the customer, and start focusing on what the customer wants, to buy. This is the key to actually getting everything that you want. Zig Ziglar is famous for saying:
Do you have the discipline to set your own desires aside and focus on the customers? If you do, you won’t have to sell the customer, because they love to buy!
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