Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

The Simple Psychology of Repeat Purchases

There’s something really simple and effective you can do to get more sales, and it doesn’t get nearly enough airtime:

Generating repeat purchases.

Here’s the deal.

I happen to be lazy, in that I’m always looking for the best, fastest, easiest way to get results – also known as being efficient and effective.

And the fastest and easiest way to generate sales, is very often as simple as talking to past buyers, and seeing if they need any more help.

But you don’t want to show up needy, and you want your clients to engage, not tune you out.

So, you need to first ask yourself two types of questions.

First, the ‘before-questions’

Things like:

Why did they buy in the past?

What problem were they looking to solve?

How urgent was it, and how costly to not solve the problem?

In other words: the psychological and practical motivators that drove them to buy.

Next, once you’ve reviewed those people and those motivators, you move from ‘before questions’, to:

The ‘now questions’.

Where are they at?

What could be going on in their world?

What problems might they be facing, that you could solve?

What would motivate them to buy your solution again, or another solution?

How urgently would they want to?

What specific, precise, measurable outcome would they like to achieve by getting more help from you?

Doing this exercise will give you a hypothesis – a theory as to which people would need help, for which reasons, and it informs you on which questions to ask these people.

That way, you don’t blindly ask “Want some more?”, but you’ll have relevant, thoughtful, and specific topics and questions to bring to the table.

Which brings us to the next stage:

You get on a call and you talk to them.

Not to pitch or sell, mind you.

No, you talk to them in order to ask questions – the kind of questions that tell you whether or not your theory was right.

You want them to confirm or deny that your theory was right.

“I imagine that at this rate of growth, your team’s cohesion and productivity might be suffering. Is that a fair assessment?”

When you ask questions like that, and you’re correct, then very often something funny happens:

They’ll sell themselves on getting more of your help.

They themselves will turn a friendly, informal conversation, into a sales conversation.

Why?

Because if your theory was right, you asking the questions demonstrates that you get them, that you understand what they’re up against, that you have a grasp of what it’s like to be them.

And who better to ask for help, than someone who really gets us, who gets our challenges and reality?

Tl:dr;

The easiest sale is from a past buyer.

Ask them about their problems, until they ask you about your solution.

That simple.

Want to know exactly which questions to ask, so that people enroll themselves?

Book a call, and we’ll create a set of questions designed to cause past buyers to volunteer buying another solution from you.

 


On another note:
I’m building an app that coaches you on working your pipeline, moving your deals forward – and closing them faster and at better rates.
It’s called SalesFlow Coach, and we’re scheduled for beta-release early May 2022.
Register here to be notified when it goes live.

I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

Want to increase the number of people who buy your work?

Schedule a 20-minute sales audit

get the book

…and sell the way nice people do

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

get the book

and discover how to sell the way nice people do

You’ll also receive a short daily email on ethical selling and business growth.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy

I help nice people sell more

Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

Get the FREE eBook...
Enter your email address and click on the Get Instant Access button.
We respect your privacy