Selling nuts to someone with a nut allergy? Impossible. But here's the best way to sell anything to anyone.
The Power of Addressing Needs
Example: Imagine you're in Norway, where it’s constantly raining. As you drive, you spot three coffee shops with board signs outside:
“Fresh Coffee, Expertly Roasted”
“100% Arabica Coffee”
“Feeling cold? Get a nice warm coffee.”
Most people will choose the third shop. Why? Because it addresses a direct need—they're cold and want warmth.
The Core Principle: Sell the Need
Most sellers focus on features or benefits, neglecting what people actually need at that moment. Selling the need ensures your product aligns with the customer's immediate desires.
Consider the classic example: "Sell me this pen." In The Wolf of Wall Street, Jordan Belfort demonstrates the essence of creating a need. When asked to sell a pen, an effective salesperson creates a scenario where the pen becomes essential.
The Takeaway: SELL THE NEED. People often buy what they need more than what they want.
Actionable Tips for Effective Selling
Observe and Learn: Whenever you’re out, always look at how other businesses are trying to sell to you. Ask yourself:
What are they selling me?
How are they trying to sell me?
Are they selling me features?
Are they selling me for a price?
Reflect and Improve: Think, If I owned this store, how would I improve it? Use these observations to refine your own sales strategies.
Mastering the Art of Headlines
After you find the need to sell, writing good headlines is crucial. Without compelling headlines, your message will get ignored.
If you want to get good at writing headlines that will attract more customers, consider this approach instead of wasting money on ineffective ads.
With these principles, you can refine your sales approach and dramatically improve your ability to sell anything to anyone. Always remember, the key is to sell the need.
If you need help finding the need in your business fill out the form here and i’ll gladly help you out!
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