Let's discover what the client wants ????

Hello Friends....

Just so you know - Last week i had a scathing attack on my sales thoughts by my x-colleague called Jay.... and i feel privileged to dedicate this post to him........

When we used to work together, we often had arguments over the way we sell...I am sure he will have good comments for me on this post as well....

I always said that 'Sales is really pretty damn simple, no matter which industry you are in'

Problem is our conditioning messes it up, and makes it hard for a lot of people.

People purchase things that get them their wants. ( 'Jay did you get that ???' )

I repeat I said that they purchase things that get them their wants.

That is different from someone acquiring something that he wants.

Now, Jay my x-colleague will question - SID what do you exactly mean by WANT ????

My answer wil be - 'Everything that people purchase is a means to an end. That end is the want.'

The want to feel good. The want to be happy. The want to feel capable.

The want to feel secure. The want to feel excited. The want to feel wanted.

The want to feel loved. The want to feel...anything.

No one starts out wanting a new computer system. Or a newcar. Or new office furniture. Or a new cleaning service. Or a new ... whatever.

People want these things in their business and personal lives because they discover that these things are a means to an end. To feeling the way they want to.

This is true, but a lot of people are unaware of this.

They just think that they want what they want.

Personalizing the sale then is your job if you are responsible for direct selling...

When you discover someone's wants you hold the key to making a sale AND to helping someone through the act of selling to them. ( Jay will promptly agree to this point and its absolutely right )

Personalizing the sale means to tailor it to your individual prospect with your knowledge of their wants. That is showing them how your stuff helps them get their wants...

Discover the wants. Tailor the pitch. And selling is easy.

A Note for Jay :- I stand by my words that - One has to discover the client's want - an emotional hot button - and exploit that button and if needed use extra force to ensure the client responds in affirmative..... You should not be that soft to release them if in the process they feel very sad, upset or cry.... that is not your problem.

A Lot may disagree as usual...

Please free to comment....

Goodluck...

SID....