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

Three Questions That Determine Whether They’ll Buy – And the Second Gets Way Too Little Attention

Yes, of course: people need to know you, like you, and trust you, if they’re going to buy your thing.

But Know, Like & Trust, aren’t enough.

On a very primal psychological level, evolutionary style, everyone subconsciously asks three questions when dealing with others:

Do I like you?

Can you help me?

Do I trust you?

And that middle part – the other’s belief in your ability to help – is something often overlooked.

Think about it:

A buyer needs to have the conviction that you can help them  their problem. Without that, they’ll never buy.

But saying that you can do X or Y for them doesn’t cut it.

Whether you say ‘I make a good breakfast’ or ‘I fix your SEO’ or ‘I help you get really good at enrolling buyers’ (that would be me saying it) does nothing to convince someone.

It’s data, information, a statement.

For someone else to believe it – to trust that it’s true – that you can help them, something has to happen in their mind.

A doubt or question needs to be addressed in such a way, that they go from ‘Can they?’ to ‘Oh wow, they can!’

Saying it won’t make it happen.

Persuasion doesn’t make it happen.

Nor does a list of awards, education, resume or bio.

For a buyer to believe that you can help, they need to have an insight that leads to conviction.

They need to know that yeah, you’re the guy or gal for the job.

That’s when people buy.

So is there nothing you can do to have a buyer go through that process?

Sure there is:

1: Have a conversation, and frame it as an exploration into goals, current situation, and obstacles inbetween those.

2: Sell them on one thing only: your care and concern for them as a person and as a business owner. Be genuinely interested, in finding out exactly what their needs are.

3: Ask questions that invite the other to try out different perspectives.

And the best way to do that?

Talk to people – especially past buyers – and ask them specific questions, so that you get to the full understanding of their needs.

That way, they’ll realise that yes, “This person can, indeed, help me!”

This is why the IP to Profit system starts with research, and it shows you exactly which questions to ask.

Pay what you want for the 1-hour training (until Friday, then the price goes back up to $49).

Access the training here.

Cheers,

 

Martin

 

 

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