I wanted to share this fantastic lesson I learned early in my career. It changed the game for me and helped me unlock my income potential, and I know it can do the same for you. There is no right or wrong way of approaching a customer, but better ways exist.
So, back in the day, whenever I had a sales presentation or a 1-to-1 sales call, or an in-person presentation. I would lead with how excellent my product or service was. I’d go on and on about all the incredible features and benefits and why my stuff was better than my competitors.
It felt gross.
I would feel my skin getting warm as I talked about it.
It felt horrible in my gut, and no one would buy it.
They would eat the snacks, say thank you, and go home.
Discover the secret to successful sales presentations
But here’s the thing – my sales presentations fell flat every time until I learned how to sell backward.
People would love the product but needed help to see how it would give them a better life or the desired result. It wasn’t because they didn’t have the money to buy; they didn’t know the value of what it would do for them.
So I had to learn quickly and make some adjustments. I realized that I was so focused on the benefits and features of my product that I needed to remember the most crucial part of the sale – the person I was selling to.
The key to successful selling: focusing on the customer’s needs
I forgot about their pains, frustrations, and everything holding them back from finally achieving the desired results. People will listen to what you are saying, but if somewhere in the conversation, they are not leaning in and saying, “ME TOO!” They won’t need to add one more product to their cabinet.
And that’s when it hit me – people buy outcomes, not your product or service. It’s all about the results they get from your product, and that’s what they genuinely care about.
For example: When I buy a new journal. I want to hold it, flip through the blank pages, and see how it feels in my hand. When I buy a new shirt, I try it to see how it “feels”. I am more concerned with how it makes me feel when I try it on than how much it costs or the overall look.
This also dawned on me when I bought my car. The salesman showed me the highlights of a car he wanted me to see, but I didn’t like how it felt when I sat in the seat. It didn’t matter about his offer or the deal he could make for me. I didn’t like sitting in it. I didn’t even want to drive it.
However, when I sat in the car I bought, I smiled immediately and said this is it.
How to sell outcomes, not just products
So if you’re trying to market your products or services, remember that people want to know what outcomes they can expect. Show them how your product or service can help them solve their problems, achieve their goals, and live their best lives. I call it marketing backward.
Trust me; it makes all the difference. Since you have read this far, here is a Free Gift: Get an ‘Ideal Customer Avatar’ PDF that you can download instantly. Learn who you are talking to in your business. https://angelabrook.com/Jax