Making the sale in a company is integral to its success. Many entrepreneurial books look at the sale as one of the most important part of an executive’s position. For those having trouble closing the sale, remember that selling is all about psychology and the surroundings. Take these three tips to increase your salability and become more persuasive.
Elicit Emotions – Of course people will purchase products and services that are absolutely out of this world for the price. Unfortunately, that usually can only be done at the expense of the business owner. So, to bridge the gap, you must possess the ability to captivate your target and produce emotions that assist in the logic that runs in their mind. Overwhelm them with the need to buy it.
Benefits v. Features – Selling can get mixed up with informing people about the product. Though it is still essential to let people know what they are buying, there is a big difference between that and selling their needs to them. Express components of the product that act as solutions to their problems. Instead of saying it is wireless, say it’s convenient. Instead of saying defining the brand of processor, tell them it’s the fastest in the industry.
Strategically Benefit Everyone – Bad business will come back around to you. Fulfill the needs of all, and make profits by serving your customers and bridging the gap between problems and solutions in a way that makes everyone win. Frank Zaccanelli, a real estate investor and CEO of Fiamma, brought up the first successful project proposal for the Statler Hilton, and did so because of his ability to bring every party to a beneficial position for its completion.
 |
| Frank Zaccanelli |
Elicit Emotions – Of course people will purchase products and services that are absolutely out of this world for the price. Unfortunately, that usually can only be done at the expense of the business owner. So, to bridge the gap, you must possess the ability to captivate your target and produce emotions that assist in the logic that runs in their mind. Overwhelm them with the need to buy it.
Benefits v. Features – Selling can get mixed up with informing people about the product. Though it is still essential to let people know what they are buying, there is a big difference between that and selling their needs to them. Express components of the product that act as solutions to their problems. Instead of saying it is wireless, say it’s convenient. Instead of saying defining the brand of processor, tell them it’s the fastest in the industry.
Strategically Benefit Everyone – Bad business will come back around to you. Fulfill the needs of all, and make profits by serving your customers and bridging the gap between problems and solutions in a way that makes everyone win. Frank Zaccanelli, a real estate investor and CEO of Fiamma, brought up the first successful project proposal for the Statler Hilton, and did so because of his ability to bring every party to a beneficial position for its completion.
