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, but it’s something hardly anyone talks about.

Here’s the deal.

I happen to be lazy, in that I’m always looking for the best, fastest, easiest way to get results. (Or, in normal-people talk: being efficient and effective).

Now, the best way to generate sales, is to look at your customer list – the people who have bought from you before – and ask yourself questions about these people.

Things like:

Why did they buy in the past?

What problem were they looking to solve?

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

In other words: their psychological motivators.

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

Doing this 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.

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.

If it was, 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.

I help nice people sell more

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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

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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.

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

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