It doesn’t matter if you sell online or in person, to a large audience or just one person. You just must persuade someone that your product or service will improve their life.
So, no matter what you sell or who you sell it to, the same basic principles apply. Hard to find in an easily digestible format, but here they are, explained in enough detail to easily apply to your business.
- Targeting your market
- Research
- Engaging the buyer personally
- Asking lots of questions
- Keeping your customer in mind
- Discover their motivation
- Recognize the consumer’s psychology
- Make them feel something
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Target your market
Selling is all about motivation. Don’t try to sell to everyone if you want to learn how to sell. Identify your target market and their desires.
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Research
People only buy what they want or need. The key to selling to any audience is to learn their values and adjust your sales pitch accordingly.
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Engaging the buyer personally
Ultimately, every sale is about one human meeting another’s need. Knowing how to sell means understanding the need, how it is connected to other aspects of the person’s life, and how you as a seller can meet it.
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Asking lots of questions
After engaging your buyer, the next step in selling to them is to learn more about their needs.
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Keeping your customer in mind
Customers today expect it to be about them. Salesforce data shows:
- While 73% of buyers expect businesses to understand their needs, only 51% believe they do.
- 62 percent want businesses to adapt to their buying habits, but only 47 percent think businesses do.
You’ll immediately stand out from the competition if you can demonstrate a thorough understanding of your target market.
Remember that every customer will ask, “What’s in it for me?” You must answer this question with everything you say, do, and offer. Think about how the prospect will feel about your product or service.
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Discover their motivation
Look to your audience research, questions, and surveys for inspiration. Knowing what you’re selling will help you sell more.
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Recognizing the consumer’s psychology
While core motivators will drive your buyers’ decisions, other psychological factors will sway them. Understanding these elements can help you learn to sell.
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Make them feel something
Pure emotion is the most powerful psychological motivator. People believe they buy based on logic, especially in business, but research shows that emotion plays a role as well.
In Conclusion
Making a sale is all about connecting with the buyer. You must know who they are, what they value, and how your product or service will benefit them.
Appeal to their emotions as well as their rational mind. Keep track of what your audiences like and dislike. You’ll fine-tune your approach and eventually learn how to sell to your target demographic.