How To Get People To Buy From You With Logic
Like I’ve mentioned in my previous post, people have three main factors that drive them towards making a decision, even if they don’t realize. It’s
And Your Company
There’s nothing else that could contribute to that. If they love you, your product and the company you represent they will buy for you. The trick is getting them comfortable enough in all three of these areas to do business with you and pepper in some emotional factors (which I’ll cover in my next post). So how do you get them comfortable enough logically to buy from you?!
Let’s break each one down:
Make sure you are selling them something they have a need for, if you don’t, you’re wasting everyone’s time including your own
You need to be selling something that you truly believe in. If you don’t, it’s going to show and you’re never going to get the sale. You have to have the mentality that your product/service is so good that everyone that qualifies for it needs to have it.
You have to come across as an expert, not just on your product, but the industry and everyone else’s product. They’re putting their trust in you, so make them feel comfortable in their decision
We’re taught from an early age to go to experts when you are sick, when your car breaks down, when you need to learn something
If you don’t feel like you are, then act as if. Don’t “Fake it till you make it...” act as if you’re successful, confident, experienced and knowledgeable...but don’t fake it
And maybe more important, get them to like you as a person. Build rapport with them throughout the process and get to know them on a personal level. People want to work with someone who they like.
This you don’t have a whole lot of control over at time of sale, but you can make sure you’re aligning with one of the best, if not the best, companies in the industry. If you aren’t with a company who is respectable, follows through on commitments and is dedicated to customer service, then you’re doing yourself a disservice as a sales professional.
You need to have all of these make logical sense to your prospect, so they feel confident buying from you. They’ll make their decision emotionally at first and then justify with logic, just like you do in your personal life. More to come on channeling their emotion toward the close to accelerate the sales process.