In your business, it can be hard to sell something to a prospect that is reluctant to buy. It feels like you are trying to move an immovable object!
On the other hand, if the prospect wants to own your product or service, almost nothing will stand in their way of buying it from you.
Wouldn’t it be great if more of your prospects WANTED to buy your product or service from you?
It’s possible to increase sales from motivated prospects with this one simple trick (which you can use in face-to-face selling, over the phone selling, or marketing and web copy)…
Convince your prospect that they already own your product
Okay, that might sound silly but it works. Here’s what I mean: Get the prospect thinking about what life would be like when they own your product or service. Get specific. Get tangible. Get real.
If possible, get your prospect using the product or service first — before they buy — so they can see just how invaluable it is. Get them involved with the product or service and interacting with it. Make it part of their life. Most important, get them imagining how they would use your product or service.
The best salespeople who use this technique are car salespeople and real estate agents. In both cases, they have the prospect driving the car or walking around the house and while they are doing that, they are getting the prospect thinking about using the car/house in their life. For example: “The car has a big trunk. What would you put into it?” or “This house has a big yard. How would you use it?” or “The car is small and is great for parking. Where do you park your car?” or “This is a great living room. What color would you paint it?”
Notice how these simple questions don’t just have the prospect thinking about the product itself; instead, they’re thinking about what they would do if they owned the product because they are being asked questions as if they practically owned the product right now.
Your products and services need to be sold, too. And you can sell more of them by helping your prospects see themselves using your products and services.