Start With An Improvement.
This can be a challenge. First, you have to make your customer admit they have a problem that needs fixed, which most people are not going to do that willingly or with a smile on their face. Then, you have to take action with your customer, especially if you are selling an information product, it is hard to create an offer for a prospect to improve something. They want new, they don’t want to think about the failures of other products, or services, or the failure in their own methods without your solution. They want that greener grass on the other side, handed to them. Make it easy for them and understand that the opportunity is what they buy, not the improvement offer. It is all in how you sell it.
Desire Is Utmost Important.
People desire something; that is why they are buying. Desire is strong, powerful, and controls the prospects actions. When you ask yourself, “What are my customers utmost desires, what do they want, and what are they trying to obtain?” propose your own desires in social influence or status. Am I buying this to gain more status? These questions are underlying in the psychology of sales.
Building your own confidence and having faith in yourself. They are looking for something, that you can give them.
You want to feel good when you buy something. As people we all do the same thing.