Imagine being able to create interest for a product out of thin air, without the prospect, even knowing that they had a need for that product…
Well, that right there is the exact skill that you need to develop to be able to sell anything to anybody.
But that sounds way too easy, like everybody should already know how to do that, right?
Correct, this is extremely simple, but definitely not an easy thing to accomplish in real life.
So, how does it work?
You Must CREATE a Need
You see, all businesses were started to solve a problem.
The real issue is that most businesses have, and getting more clients is that a lot of times the prospects don’t know that they have a problem that needs to be solved yet…
So now your mission is to help the prospect understand that they do have a problem, and that their life would be much better if they had your product or service.
Without creating this need (or gap) you will never be able to make a sale, because there is no perceived problem for you to solve in the prospects mind.
So here’s how you create that need…
#1: Ask Questions to Find Problems
All sales experts agree that asking questions is the single best way to sell anything, so no argument there, right?
But the real difference between a great salesperson and an average performer must be in the questions they’re asking, and how they are asking asking them…
So if you aren’t getting the results that you could be getting (and only you know if you are or not), then you need to revise your approach so that you can close the deals that you’re currently missing.
The goal of sales questions is to create a gap in the prospect’s mind comparing where they are now to where they truly want to be.
If you can do that successfully, and the right way, then you can unlock sales that only the elite performers can attain.
#2: Tell Them What Their True Problems Are, And What Their Life SHOULD Look Like
Another option would be to understand your market and the problems that your customers are facing so well that you can come out and tell them what they already know to be true (to create the authority frame), and then show them what they need to do to fix it.
In this way you would effectively be doing the selling and the buying, and this requires you to be a real expert in your field.
But there’s a catch here…
Questions still drive the sale, so you don’t want to ONLY tell people what they should do or you risk losing more sales!
Telling is not selling, but the difference is that you are showing understanding of their situation and then asking them how their situation could be different with this problem solved.
What You Need to Do Next
As you can see, I’m using option #2 to help you take action on how to solve this problem of not closing as many deals as you could because you might still be relying on selling a product instead of a problem solved…
There are some great books on sales questions that you could study (not just read) that will give you a great framework for your sales process, one of the best would be “Questions That Sell” by Paul Cherry.
Another option would be to get on some virtual sales training platforms like Cardone University, Stupar Sales Academy, Hustlers University (now The Real World) or NEPQ 2.0.
But if you really want to amp up your sales game, then you need to message me so we can do 1 on 1 coaching, since I’ve been through all of these training platforms multiple times, and can help you add context that you’ll need for real-world situations.
Either way, if you can create a need (interest), then you can sell anything to anybody!
The question is…how will you do it?
-Jake Martincic
JakeMartincic.com 