This Is What You NEED to Do to Get More Sales for Your Business
This Is What You NEED to Do to Get More Sales for Your Business
Let’s start with what you don’t need to do or have.
You don’t need to be the best.
You don’t need to be the cheapest.
You don’t need a massive following (or one at all).
These things can be helpful don’t get me wrong, but they all are trumped by what I am going to talk about over the next few minutes.
Wolf of Wall Street Analogy
The Wolf of Wall Street is a critically acclaimed movie following the life of Jordan Belfort (if you haven’t seen it, you should). Mostly un-educational, but it does have one golden nugget that people overlook.
They are good at sales. Not necessarily in the most conventional way, but there is one core principle that can be taken and utilised for all businesses.
The movie ends with Jordan holding a seminar where he asks people in the room to try and sell him the pen he is holding.
Everyone goes along the same route of saying how the pen is really good quality, or it is special because of xyz… All their solutions do not move the needle.
They all are victim to overselling on the product itself.
For the watchful viewers this concept was answered earlier on in the movie. Jordan asks the same question to one of his salesmen.
His response: “can you write your name down for me on that napkin?”
Just like that the pen is sold. A simple lesson in supply and demand.
It is the whole philosophy of what can the pen do for the end user.
Sell the Hole NOT the Drill
Another example that one of my mentors told me was the following:
When someone goes to buy a drill, what is it that they want to purchase?
If you have a puzzled look on your face, so did I.
The idea is as follows: no one just goes and buys a drill for the fun of having a drill (maybe there is the odd drill enthusiast, but that is uncommon in the most part).
What people are actually asking for is a way to make a hole.
Obviously, you would look even stranger than the drill enthusiast if you walked into a store and asked for a way to make a hole in your wall.
It is the principle behind it.
People want the hole, not the drill. It is the outcome that the drill provides that they buy one for.
Avoid This Trap
You will witness the same ‘pen’ problem in a lot of places you go to.
Take a tech store. For a lot of people, they just need a computer. Plain and simple. They have no idea what gig, ram, or processing power even mean. They just want something that can access the internet and view their emails on.
Yet the salespeople always start off by asking you the classic how many gig/rams etc. are you after. Almost as if this is common knowledge. Maybe to some computer whizzes, but not the large majority of people.
People buy for the benefits of a product, not the product itself.
If you have ever bought some form of e-book or online course, you didn’t buy it because it had 23 different modules and 14 videos. You bought it for what it would teach you.
It helps solve a problem someone has.
The NEED sells.
Why would someone NEED what you sell? That is the question you must ask yourself.
Let’s Make This Real
To ensure you are adequately prepared to try answer that question, here is a useful example:
Take a coffee shop. What do they try sell you on? Normally the price, their swanky store, and normally some special bean coffee they have.
Most people simply do not care about that. Only coffee gurus do.
Instead, they should try sell what people NEED. E.g., “Are you tired? Grab a nice warm coffee”.
Every adult is tired. If they see that sign it will paint a nice picture in their mind. It makes them think how they are in fact tired and that they need the caffeine boost to wake up.
I’ll leave you with this: people sometimes buy what they want, but they always buy what they NEED.
If you need assistance in selling the need of your product or service then:
