How to Beat The Competition and Rake in Sales
Powerful Selling Principals That Will Help You Be More Influential
By Jaci Rae
It's the holiday season and we are about to enter into a sellers market.
How can you take advantage of this time and optimize your selling power
to rake in sales? It's all about influence and developing long-term
relationships with your customers.
How do you influence someone to want to buy your product without being a
pushy, obnoxious salesperson? By making it about the consumer and not
about you. You may have heard that the squeaky wheel gets the grease.
While that may be true in some cases, the squeaky wheel is also damaging
their future relationship with that customer.
Consumers don't like to be bullied. If you want to influence them, you
must capture them with emotion. Here is an example (The following book
and title are fictional. I made them up for this article. Any
resemblance to another book or title is strictly coincidence.):
On The Edge is a great mystery novel filled with horror, who done
it and suspense. This book is a great gift and stocking stuffer for
those in your family who enjoy a good intrigue. Don't miss the holiday
sale special. Buy today and receive.
Here is the same type of ad, but personalized.
Do you or someone you know love suspense and intrigue? Do you miss
reading the old time mystery thrillers? On The Edge will bring
you back to the time when you couldn't put a book down and would read it
under the covers with a flashlight.
Do you see the difference? One ad, while perfectly acceptable, is just
an ad that talks about the book. The next ad makes the book about the
consumer and draws them into a more emotional state, which can have a
powerful effect on their purchase.
It's been proven that people buy more with emotion than logic. If you
help your customer feel your product or service will benefit them and
with it they will experience pleasure and success, you've hit a home
run. The only way to do that is to make it about them and help them feel
how it will benefit them.
Once you have done that, you must have a product or service that really
delivers or you will lose the customer loyalty that will bring them back
again as well as getting referrals.
Do you have a favorite store, brand, or restaurant? Think about why it
is your favorite and what brings you back to it repeatedly even if you
see a similar product, brand or restaurant that may cost less money.
Once you have truly thought about what compels you to go back, use the
same words and thoughts that come to your mind to help sell your
product.
Another way to help influence a buyer is to have recommendations and
endorsements for your product. People love to read how your product
helped someone. This is called a social endorsement. How do you get a
social endorsement?
Anytime someone shares a story about what you or your product has done
for him or her, ask if you can use his or her information as a quote.
Let them know you will put their website or company information up as a
cross promotion.
The last two powerful ways to influence people and draw them to your
product or service are to share your personal story and to ask
questions. Sharing your story will explain on a realistic and emotional
level why you are qualified to help them and what makes you an expert in
your field.
Asking questions about your customer will show them you are interested
in them, and it will help them see that you understand their needs.
These two strategies will attract people to you and help promote
customer loyalty.
The most important thing to remember is understanding your target
customer and their needs. Offer them a service that says you understand
where they are at and that you are there to help them.
UNPROOFED It's the holiday season and we are about to enter into a
sellers market. How can you take advantage of this time and optimize
your selling power to rake in sales? It's all about influence and
developing long-term relationships with your customers.
How do you influence someone to want to buy your product without being a
pushy, obnoxious salesperson? By making it about the consumer and not
about you. You may have heard that the squeaky wheel gets the grease.
While that may be true in some cases, the squeaky wheel is also damaging
their future relationship with that customer.
Consumers don't like to be bullied. If you want to influence them, you
must capture them with emotion. Here is an example (the following book
and title are fictional. I made them up for this article. Any
resemblance to another book or title is strictly coincidence.):
On The Edge is a great mystery novel filled with horror, who done it and
suspense. This book is a great gift and stocking stuffer for those in
your family who enjoy a good intrigue. Don't miss the holiday sale
special. Buy today and receive.
Here is the same type of ad, but personalized.
Do you or someone you know love suspense and intrigue? Do you miss
reading the old time mystery thrillers? On The Edge will bring you back
to time when you couldn't put a book down and would read it under the
covers with a flashlight.
Do you see the difference? One ad, while perfectly acceptable, is just
an ad that talks about the book. The next ad makes the book about the
consumer and draws them into a more emotional state, which can have a
powerful affect on their purchase.
It's been proven that people buy more with emotion than logic. If you
help your customer feel your product or service will benefit them and
with it, they will experience pleasure and success, you've hit a home
run. The only way to do that is to make it about them and help them feel
how it will benefit them.
Once you have done that you must have a product or service that really
delivers or you will lose the customer loyalty that will bring them back
again as well as getting referrals.
Do you have a favorite store, brand, or restaurant? Think about why it
is your favorite and what brings you back to it repeatedly even if you
see a similar product, brand or restaurant that may cost less money.
Once you have truly thought about what compels you to go back, use the
same words and thoughts that come to your mind to help sell your
product.
Another way to help influence a buyer is to have recommendations and
endorsements for your product. People love to read how your product
helped someone. This is called a social endorsement. How do you get a
social endorsement?
Anytime someone shares a story about what you or your product has done
for him or her, ask if you can use his or her information as a quote.
Let them know you will put their website or company information up as a
cross promotion.
The last two powerful ways to influence people and draw them to your
product or service are to share your personal story and to ask
questions. Sharing your story will explain on a realistic and emotional
level why you are qualified to help them and what makes you an expert in
your field.
Asking questions about your customer will show them you are interested
in them and it will help them see you understand their needs. These two
strategies will attract people to you and help promote customer loyalty.
The most important thing to remember is understanding your target
customer and their needs. Offer them a service that says you understand
where they are at and that you are there to help them.
Jaci Rae's grit and determination brought her from a poor childhood to a
successful singer and author who tours around the world. She is the
recipient of the "Female Vocalist of the Year" award at the Golden Music
Awards in Nashville, TN as well as a #1 Best selling author.
Jaci is on the dating team of Savvymiss.com, the relationship expert for
lovingyou.com and is a relationship advisor for loveisgreat.com and
singlescafe.net. For more information, go to
http://www.winningromance.com Jaci Rae is also a co-host for the show
Concert's in the Sky with media mogul Jesse Dylan.
She is the author of The Indie Guide to Music, Marketing and Money, as
well as Winning Points With The Woman In Your Life One Touchdown At A
Time (Simon and Schuster), Shop for a Day with Jaci Rae and Collista's
Search for the True Meaning of Christmas. Jaci spends her spare time
working on her music, writing and hanging out with family and friends.
For more information, go to http://www.christmaswithlove.com
http://www.shopforaday.com, http://www.winningromance.com or
http://www.jacirae.com
About.com Dating Guide lists Jaci's book, Winning Points With The Woman
In Your Life One Touchdown At A Time
in the top six of all time dating / relationship books. http://dating.about.com/od/datingadvice/ss/RelateBooks_6.htm
