Sell more by knowing what you are selling
Posted on March 05, 2013 by Jay Kitamura, One of Thousands of Life Coaches on Noomii.
A commonly overlooked key to selling and running a successful business.
Sounds simple enough, but many sales agents and even business owners neglect to really understand this. I know you have all the details and benefits of your product or service. You even know why your product is better than everyone else in the industry. But when I say “know what you are selling”, I don’t simply mean how much memory it has, or how fast it goes, or how awesome it is. You have to know what you customers are really buying, because they could care less about your product. What they care about is what it will be doing for them.
For example if you sell cars, why are they buying your car? Depending on the car it may be to:
- enhance their image
- improve their chances with women
- safely transport their kids to and from school
- get from point a to point b the cheapest way possible
- allow their teenage child to commute safely while making them feel “cool”
- As you can see, there are many different reasons WHY people buys cars, – - but you have to understand that the WHY is really the WHAT.
They are not simply buying a car they are buying something to:
- enhance their image
- improve their chances with women
- safely transport their kids to and from school
- get from point a to point b the cheapest way possible
- allow their teenage child to commute safely while making them feel “cool”
If you can figure out WHY people buy, it is a much easier sell! Don’t keep spewing specs and benefits that mean nothing to your customers, cater the information to fit their WHY. Once you understand the why, you can also pinpoint your demographics and save much wasted money on marketing and advertising. The next step after finding the customers “WHY”, is discovering your “WHY”, as in why will they buy from you and not someone else? Understand both and you’re in business!
- Jay Kitamura
www.jaykit.com
