60SecondsToYes Mini-Blog – Wants vs. Needs Someone once said a key to success is to find a need and fill it. You have a product or service that does that. Are you selling the want instead? We know wants do not motivate real action (if you think this not true I have created the top sales training program by proving this!). We say in our program “You can want something forever and never buy it. When you need it you do it!” Since all products and services can satisfy both or they would not exist, we need to lead with helping people see the great need they have to stop the pain that our product or service satisfies. We call this skill set “The Conversation” and it truly is the most powerful tool of influence. Through the use of powerful communication tools such as the SOGI, Menu and Journey we can create this dynamic quickly in the Buyer. Our belief in our product, service or idea is directly related to our success. Take time to drill down deep on why you are doing what you are doing. Hint: It cannot be about the money or even about you and your family. Success in these areas is a result of the good you do for others. Simon Sinek, creator of the Golden Circles (Google it, worth seeing the video) said so eloquently what I have been pounding into peoples’ heads for years. He said to “Stop looking for people who want what you are selling and start looking for people who believe what you believe!” Create your BELIEF SYSTEM first, and then build your MARKETING SYSTEM around that! This is how you become a major center of gravity to pull the Buyers to you, rather than chasing them with a weak presentation and a lack of confidence. Finally, if you are trying to attract sales people to join your organization do you think this is the best way vs. explaining becoming a millionaire with a part-time opportunity or complicated compensation? Build your army with believers rather than mercenaries and you will have a smaller, more successful and committed team.
Posted on: Thu, 13 Jun 2013 13:21:22 +0000
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