In my last post, I wrote about how my bank gave me what I wanted. Did they do it just for me ? Of course not, but my satisfaction was a great byproduct… for me anyway.
When you find a way to give a customer what he wants, you’ll affect more than that one customer, so it’s worth the extra effort to listen, learn and implement.
Every time I hear someone talk about sales, they always give their list of they think a customer wants. I might as well join in on the fun and do it too. So without further ado, here’s the …
1) They Want Health – That’s why there are billions of dollars worth of neutraceuticals sold every year.
2) They Want Wealth – It’s a dominant motivation in our lives and it’s why we’ll put up with discomfort, forego leisure and generally work hard at trying to get out of work.
3) They Want Admiration – Remember this one. It’s one of the top 3 motivators that encourage people to buy. Vanity is pure gold to those that can implement it into their selling strategy.
4) They Have Appetities That Need Gratification – Hunger. Thirst. Companionship. Love. Sex. Acceptance. Destruction.
5) They Want To Be Entertained – That’s why the movie industry has made the gazillions of dollars that it has. That’s the reason for books, magazines, amusement parks, etc.
6) They Want Security – If you want to make more sales, make your prospect feel secure, comfortable, accepted, safe. That alone will sometimes move him from prospect to customer.
7) They Want To Improve - E. Haldeman-Julius sold over $200,000,000 of his little blue books on this premise alone. That’s more than enough reason to work it into your selling strategy.
What good is a list like this to a salesman ? Simple. Just work as many of these into your approaches as you can, without overdoing them and your sales will increase.
This would be a great time for y’all to give me some examples of how you’ve done this in the past or how you’re going to add one or more of these inot your future sales strategy.
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