When you get right down to it, it’s not that complicated.
In any sales activity, you’re always dealing with people; and you can breathe life, interest and action into any individual or group in one of the following three ways:
1. What purposes did they once have that you can help them achieve?
2. What purposes do they now have that you can help them achieve?
3. What purposes can they set up for the future that you can help them achieve?
Purposes are after all, their motivations, their hopes, desires and “raison d’être” – or reason for being.
Show them a way to bring wishes into reality and dreams into action – they’ll follow you anywhere and overcome any obstacle to get what you’re selling. Because you’re telling them they can have what they want.
No matter how impressive your good looks or compelling your presentation, if you don’t capture their attention and spark their imagination you will fail. Ignite their purposes and you’ll get their attention. Once they recognize that you are the solution to accomplishing their purposes, they’re sold. Next just work out a budget and a start date and you’re on your way.
Don’t fret about figuring out what people buy, the route to real wealth and success is in discovering why people buy. And the real reason underneath why people buy is covered in the subject of purposes.
It is in fact, the key that unlocks the lock!
daniel w. jacobs
© 2006-2020, all rights reserved
thesalesmaster.com
