North Dakota is no different from any other part of the planet. Regardless of the situation, it indeed is very tough to get someone to do something. Even if someone is better off by doing it, there still is a challenge. Ask any parent who demands that four year old eats those vegetables. How about just cleaning up the living room floor? People must naturally convince themselves to do anything. It has to benefit them somehow. And they must believe those benefits. That is why parents will sometimes use rewards as incentives. The old ice cream after veggies works every time.
In sales, it is the same thing. We offer incentives like discounts, rebates, free add-ons or extras to entice people to buy. But an “Amazon like” buying formula must exist before anything in retail is purchased:
- Need it
- Want it.
- Research it.
- Make it easy to find.
- Provide benefits and value.
- Have an attractive cost.
- Buy it now.
How salespeople sell today and how they approach the customer have to reflect this type of formula. These huge buying websites are the 800 pound gorilla and how they do things has to be paid attention to and documented by sales teams to increase success.
When people walk into your business there is indeed intent. There is a reason why they showed up. One problem is that no one asks them why they showed up. The first thing that the potential customer glances at or touches, the salesperson heads for the close. There is no conversation, other than: ”You like?”
Customers buy only when they are given enough reasons to do so. If they say no, you either asked too early or you did not give them enough reasons yet. Slow things down and build relationship. Remember a customer shows up for a reason. And they buy from people they like.
Another concern is never asking for the sale. Every human hates rejection. The “fear of the NO!” has challenged many a sales career. Always ask; every time.
Sometimes rewards are indeed necessary to sell something. This article proves there are no absolutes in selling. But establish need and want. Make it easy. Have an attractive cost. People will buy. Just ask that gorilla.
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