What if I told you there are some tried and true methods that always work? Learn the 6 ways to sell anything to anyone in this article.
- Don’t sell logic, sell emotion and desire
- Amplify emotional triggers and see where it hurts the most
- Create a need, desire, and urgency around your product
- Be optimistic, not realistic
- Don’t sell ice in Antarctica
- Keep your customers intrigued and spark their interest
1. Don’t sell logic, sell emotion and desire
- Explain the risk of not buying
- Describe what they will receive
- Show how you can make them better
- Explain how their decision can help others
- Outline the consequences if they refuse the offer
- Show them the ways you help them achieve their goals
How effective is emotional selling?
Emotional selling is extremely effective when it comes to generating revenue. In the retail industry, customers emotionally connected to a business spend twice as much and have a 306% lifetime compared to customers who were not emotionally sold to.
These customers are also more likely to recommend businesses with which they feel a connection. 30.2% of emotionally connected customers make referrals compared to only 7.6% of non-emotionally connected customers. On the other hand, word-of-mouth or word-of-mouth referrals bring increased sales.
2. Amplify emotional triggers and see where it hurts the most
- Tell stories
What inspires you? What problems are you trying to solve?
- Inspires fear/awe
Use personal threats. For example, you can take advantage of the “fear of losing” by offering time-limited discounts.
- Take advantage of greed
Greed + gratuity
Here you will make customers say:
“If I make the decision now, I will be rewarded immediately”
- Use altruism
Altruism (giving something back) sparks a sense of belonging in your customers’ social subconscious.
“For every pair of sneakers you buy, one pair is donated to help children around the world who can’t afford sneakers”
- Encourage reciprocity
Offer some extra gift with purchase or a customer loyalty program, etc.
- Use social proof
Studies show that nearly 90% of online shoppers look at a product review as a priority in making a purchase decision.
Here you can add: how many views product X has at the same time. How many X products are being sold at that time? How many people see that product at that time? How many limited products are left in stock?
7. Build trust
- Social evidence
- Contact information
- Important social certifications (diplomas, documents, awards, media appearances, etc.)
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3. Create need, desire and urgency around your product
Step 1, ask the right questions:
“What’s the biggest problem you want to solve”
“Why is now the right time to fix it?”
“How long have you been trying to solve this problem?”
“What are you doing to make sure the problem doesn’t happen again?”
“What if you start solving the problem? What happens if you don’t fix the problem?”
“How can solving this problem benefit you personally?”
“What happens if you keep doing what you’re doing?”
“If you didn’t experience this problem at all, what projects/priorities would you focus on?
Step 2, plant emergency seeds
- they HAVE to want it
- presents a limited offer
- fear of missing out (FOMO)
- use emergency words
- offers incentives that are hard to refuse
- use emergency conductors
Step 3, handle the urgent objection
“If money wasn’t an issue, would you be willing to buy our product today?”
“What’s holding you back?”
“When would be a better time to buy?”
“What other priorities do you have right now?”
“What will happen to your goals if you don’t act now?”
“Is it the timing or something else that worries you?
“I know exactly how you feel…” (“feel, felt, found” method)
4. Be optimistic, not realistic
A salesperson needs to be optimistic. He must be able to win the battle against the greatest odds. Salespeople need to believe that things will work out in their favor. Optimistic belief gives the salesperson the chance to take action and have those actions lead to eventual success.
Nothing can beat a positive attitude. Optimistic salespeople are able to work with and relate to others. Buyers can benefit from their positive energy and will be more willing to buy. Even if, in the worst case, the sale will not happen, in the end, they created a connection.
A study of Metlife salespeople shows that professionals with a positive attitude outperform their pessimistic colleagues by 57%.
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5. Don’t sell ice in Antarctica
You need to have the right target audience. Look for people interested in your product.
Here are 7 ways to determine the right audience:
- analyzes current customer base and conducts customer interviews
- create market analysis and identify market trends
- analyze the competitors
- create personas
- define who your audience is not
- continuously revise
- use Google Analytics and other analysis and measurement tools
6. Keep your customers intrigued and pique their interest
- A relatable protagonist
When we say someone is relatable, we mean that it is easy to understand and feel connected to that person. He/she is just like me in one way or another. I can empathize, identify and feel the connection.
- Sell the person you could become
Don’t sell the product, sell the lifestyle around it.
- Make them curious
Give them information to pique their curiosity so they want to learn more. This means that when someone asks what you do for a living, for example, you give them an answer with enough information so that they can continue with their questions.
- Make them relate to similar success
Show them the result and the effects your product has had on other customers of yours.