Don't think that running more customers and calling more people makes business bigger! A real boss who can make a big deal out of business can already see the bottom logic of sales: deal is never by persuasion, but by guidance
Today, you'll get the bigger the business, the bigger the deal, the more you'll get
I. Selling “trust” before selling “products”: customers pay only those they know
Ninety per cent of sales fail and die on the word “no confidence”。
Clients don't pay for your products, they just pay for ** "don't worry."**。
- don't exaggerate, talk about life, talk about pain, talk about his needs, make him think you're here to help him solve his problems, not to make money。
- a lot of feedback from clients, a record of transactions, a true case, and the use of someone else's reputation for you。
- remember: trust is the cornerstone of a deal, and when a client treats you as a friend, your product is his “just need”。
Seize the pain, magnify the fear: make the client pay you
The best sells, never saying "how good my product is," but saying "how bad is your problem?"。
- clients are afraid of obesity, so you tell him, "if you get fat, you can't even buy your clothes, you can have problems with your health."
- if the client is afraid of poverty, you tell him, "you'll stay in peace and you won't even get paid in 30 years."
- the client is afraid of trouble, so you tell him, "with my product, it saves you half the time, less than 10 years."。
If the pain is broken, the fear is amplified, and the client goes from being “buyable” to “buyed now”, which is at the heart of the deal
Creating a “deprivation”: making clients feel “lossed if they do not buy”
People have a mind of “neglecting” and the easier they get, the less they appreciate it; the harder they get, the more they want to rob。
- don't say to the client, "there's no time for delivery" and say, "there are only three items left for today, and the price will rise tomorrow”
- don't tell the client that there's a “concession” and say, “this discount is reserved until 12 p. M. Tonight, and then the price is restored”
- don't say to the client, “you'll think about it”, and say, “now you can send a 298-value gift and miss it”。
Scarcity = urgency, when clients feel that they can't buy it anymore, he will pay immediately, without hesitation
To “steps”, to “justifications”: to “buy value” for customers
The customer's worst fear is not spending money, but spending money while feeling poor。
All you have to do is give him a reason he can't refuse:
- to honour: “this is our high-end money, which many bosses use, especially for your status”
- to pay off: “today's order is not only a discount of 80 per cent, but also a year's after-sales service, saved $500 more than usual”
- give a sense of security: “there is no reason to be unsatisfied for seven days, and i am responsible for any problem, and you are at no risk”。
It's the business that's getting bigger and bigger
At the end
The big secret of business is never to sell more products, but to make more people willing to sell for you。
If you put these four into your bones, you'll find that the client will pay you, the business will get better and the money will get better
Don't do business on the force. You can do it the right way, and you can be the money-maker
