Sales Training… Sell Them What They Want, Give Them What They Need. Sales Training 101
Sales Training… Sell Them What They Want, Give Them What They Need. Sales Training 101
Yesterday evening I talked to a new coaching client about an offer she’s looking to put together. It’s going to be killer, and will help those who take action to start generating leads on Instagram (based on her results of course) relatively quickly.
When I asked he what the offer was though, I realized quickly that she was making a mistake with her sales material that many new marketers make, and which I was making myself not long ago.
Basically, in her sales material, she was selling the customers on what they needed, versus what they actually wanted.
Sales training 101: Always sell your customers what they WANT, and then give them what they NEED.
Her sales material was all based around educating people on time consuming activities like editing images, adding text to images, making custom graphics, ect, versus the obvious benefits (leads being generated, and sales being made) laid out in a seemingly simple to execute plan.
This led to even me (an individual who tends to be a workhorse) being turned off by the idea of all the technical difficulties associated with the tasks presented. And if I was turned off, I’m 100% sure that her target market (the opportunity market/opportunity seekers) would have been turned off too.
Knowing your Target Market:
In the Opportunity Marketplace, the market I know best, people want a few things…
- They want push button solutions…
- Done for you systems…
- Headache free business’s that will produce huge results…
- Bold promises…
- Crazy guarantees…
- Ect.
More or less, people in the Opportunity Marketplace want A LOT for A LITTLE. They want to make 7 figures working 2-3 hours a day, not 6 figures working 5-6 hours a day. They want traffic solutions that they can automate, and followup solutions that are done for them. They want to be able to “push a button” and have a thriving business.
And while all of us real, strategic Entrepreneurs know that that simply doesn’t exist, it’s up to you as the entrepreneur to sell (and fulfill upon as closely as humanly possible) that sexy solution.
Every time you create an offer, you want to ask yourself what your target audience REALLY WANTS… and then ask yourself how can you deliver upon that dream offer as closely as humanly possible. Then… in your sales material… It’s your duty to MAKE THE SALE BY SELLING THE DREAM.
What’s great about this industry is the incredible levels of growth a new consumer needs to make as a human being in order to bridge the gap from consumer to entrepreneur… What sucks about this industry is the incredible levels of growth a new consumer needs to make as a human being in order to bridge the gap from consumer to entrepreneur. 🙂
It sucks if you look at having to step up to the plate and do the work as a burden…
And it rocks if you look at stepping up to the plate and doing the work as an opportunity to learn and grow…
It sucks when your customers look at it is a burden… and refund because of it…
But it also rocks because when your in the game long enough, you’ll see some of your customers make incredible transformations as human beings, stepping into their full, or a lot more of their potential.
Either way… It’s your job as the Strategic Entrepreneur to ALWAYS MAKE THE SALE…
And what that means is selling your customers what they want, and then giving your customers what they need.
So in all of your offers… focus on offering the simple, sexy, easy to use service that provides huge benefits to the end user with little or no hassle associated. Then in all of your content that you fulfill with, come as close to that dream reality as humanly possible.
For my client, it was changing the wording in her sales video and focusing more on “How to generate leads and sales your your business (benefit), that will create the lifestyle you truly deserve (benefit) by simply posting a few pictures to Instagram in as little as 15 minutes per day (benefit)!”, vs. spelling out the whole process, and scaring her prospects away with seemingly complex processes, that once done a few times become simple and hassle free.
Sell them what they want, give them what they need.
If your creating bonus offers, focus on this same format. Look to make the perceived path for your prospect as resistance free, and as straightforward as humanly possible, and then let them know about the metaphorical left hand turns and parallel parking they’ll have to learn how to execute upon AFTER they’ve bought.
Focus creating your offers around this set of rules, and your conversion rates and sales %’s will skyrocket!
If you’re worried about refunds, remember this quote (I forget who it was by, but I remember it was one that T.J Rohleder referenced in his book called “How to get super rich in the opportunity marketplace”), “If your refunds rates are low, it just means you’re not selling enough”.
Did you get value out of today’s post, “Sales Training… Sell Them What They Want, Give Them What They Need. Sales Training 101”? If so, don’t forget to leave me a quick comment letting me know what your biggest takeaway was, and to share on Social Media!
To Our Mutual Success,
Misha Wilson
Michelle and I…
P.S. Want to Learn How to Use the Internet to Get More Traffic, Capture More Leads, and Make More Sales, All While Building An Ultra Responsive E-mail List That COMPLETELY LOVES YOU? If so, sign up for a free trial of Elite Marketing Pro RIGHT HERE!, the system through which Ive learned most everything I currently know. FAIR WARNING THOUGH: Getting Good at Anything takes time and effort. THERE IS NO MAGIC BULLET.
P.P.S
For more sales training blog posts to increase your sales and conversions, head over to my blog home page and search “sales training”…
Checkout My New Facebook FanPage: https://www.facebook.com/marktingwithmisha
Follow me on Twitter: https://twitter.com/Misha_Wilson
Add me on G+: https://plus.google.com/+MishaWilson
Checkout my Youtube Channel: http://Youtube.com/thesmartermarketer
Leave A Response