You as a provider of quality good or services, you know that when someone buys from you, it’s good for them.
Otherwise, an ethical person wouldn’t be in business. People like us aren’t here to pull one over on buyers.
But for someone to trust you so much that they’ll buy from you, they need to know that, on a visceral level.
And for that to happen, they need to have a vision of what your product or service will do for them.
The mistake most sellers make, is to focus on their own, personal vision of that buyer experiencing the benefits of a purchase.
But, as I’ll never stop saying: in a sales conversation (or indeed: in business) it’s not about you.
It’s about the buyer, their fears and frustrations, their wants and aspirations.
And, it’s about *their* vision, not yours.
As long as your sales conversation centres around how well you think the purchase will benefit them, you’ll have a hard time creating buyers.
So instead, focus on *their* vision.
Make the conversation about them. Use your empathy to step into their world, because a sale happens not in your world, but in theirs.
And in that world, you will see their vision, which includes concerns, fears and objections.
And once you’re in their world, you’ll be able to see their vision – and as the conversation progresses, they’ll be able to buy into your vision.
That’s how you create buyers, in a way that’s 0% pushy or manipulative, and 100% fun.
It’s taken me 25 years to figure out how to do that most effectively.
And it bothers me to no end, when I see good, honest business owners, who deliver quality, but they don’t manage to create enough clients, or they keep having to sell at prices that are too low.
That’s why I created the LEAP sales system, and it’s why you’ll be able to learn the fundamentals of it this Thursday, in my training webinar (which comes with a Q&A)
Here’s where you can register: http://martinstellar.com/leap-ethical-selling-system/
You can skip it, or you can attend and experience a big shift in how you sell your work… choice is yours…
Also published on Medium.