Have you ever thought about how to sell a particular product to someone to earns a profit or are you struggling to convince someone to buy your product?
Before I started out online business, I always have the perspective that it is tough and hard to sell something to people. I was not confident that people will prefer to buy from me instead of others.
There was one time my friend asked me this question. “Have you ever thought of doing a sale position?”.
Without any moment of hesitation, I responded “No”.
He asked, ” WHY?”.
I started to come out with many excuses such as “I was not a vocal person and I’m not capable of having sales talk. Moreover, I don’t like being in the sales environment and chasing after target etc.”
He told me this, “You see, The truth about selling is not complex.
First, you seek to understand a customer problem.
Then you offer them the solution.
And lastly, you build the relationship and trust to keep the customer to stay with you”.
At that moment, I was not ready to get out of my comfort zone and try something new.
There were uncertainty and fear of failure running into my mind.
After stepping into the online business, I have been constantly reading and learning from many mentors, I found out that it is never about selling.
In fact, I learned from one Incredible guy name Dan Lok which has deep insights on selling.
Before I reveal the secret to you allow me to share with you a story.
The Monk Story
Have you ever hear the story of selling a comb to the Monks?
There was a company producing combs who wanted to hire a sales director but there are almost close to 100 applicants. So the HR and hiring manager decided to put up an impossible test. Only 3 turns up for the challenge.
The HR manager tells the 3 candidates Adam, Bryan, and Charles, “I need you to sell the comb to the temples. Whoever can sell the most number of comb within 2 weeks will get the job.”
After 2 weeks all 3 came back and report to the HR manager.
The HR asked Adam: “How many combs did you manage to sell?”
Adam replied: “I got only one sale.”
The HR manager asked: “How did you manage to sell one?
Adam answered: “I went to the temple telling them about the comb features and benefits. The monks in the temple politely told me that they do not need it. On my way back I saw a monk who needs something to comb the horse. I offer to sell him the comb and this is how I got my sale.
The HR manager then asked Bryan: “How many did you sell?
Bryan replied happily: “Fortunately for me, I sold 10 pieces. I went to a temple and noticed that the devotees’ hair were in a mess due to the strong winds. The monk took my advice to offer their devotees the comb a form of gratitude for their devote in Buddha.”
The HR was impressed. He proceeds to ask Charles: “How about you Charles?”
Charles replied: “I had sold a total of 1,000 units of combs.”
The HR and the other 2 interviewees were amazed.
The HR asked: “Tell me how you managed to sell 1000 pieces?”
Charles replied: “I went to a well reputable temple. After monitoring for a couple of days, I discovered that there were always tourists visiting the temple. Then I approach the Chief Abbot and say “Sifu, the people who came to visit the temple are devoted, believer. If the temple could offer them something as a memorable representation in returns of their devotedness, it will give them a sense of belonging. I told him that by putting his signature on the combs I have now and offer as gifts to these visitors is a way of giving the devotees something to remember for. He was delighted and immediately ordered 1,000 pieces of comb.”
The Truth about selling
Dan Lok uncovers the truth about selling with 3 key factors which affect people buying decision.
- People buy on emotion.
- people don’t buy into something. They want to buy out of something.
- people don’t buy product or services, people buy stories.
1. People Buy on Emotion.
The emotional feeling each individual experiences in buying the product and services is the ultimate reason for the purchase to complete.
Charles was observing the temple situation. He then approaches the Chief Abbot and told him to offer their devoted believer a comb in returns of their devotedness to give them a sense of belonging.
When you are planning to sell a certain product you need to ask yourself this question, “Why do you want to own it?”. This is so that you will understand the differences buying emotion of your audiences.
Now I want you to think of something you wanted in your wish list for a very long time right now and ask yourself this,
Why do you want to buy it?
Why do you want to buy that particular thing?
Why do you want to own that thing?
Some example of buying emotions like;
-FOMO( Fear Of Missing Out).
– Fear of Shame.
– Being proud of.
– Feeling of happiness
– Having a sense of appreciation
– Sense of Excitement
I want you to think deeper and if you pierce through all the reason, you will realize that emotion is the trigger point which makes you want to own that item.
The truth is people buy based on emotion and then justify with logic.
Think about this before you launch any new product or services, will you be talking about the feature and benefit or are you pushing the emotional hot buttons to your target audiences?
You have to first seek to understand your audiences existing problems, feel their pain and then to be understood by your audiences that you are here to provide the solutions for them.
2. People don’t buy their way into something. They want to buy out of something
People always have problems and they are constantly looking for solutions so that they can buy their way out of it.
Charles offers the chief abbot a solution to provide memorable gifts with signature to be remembered for as a form of representation in returns of their devotedness.
So you need to fully be aware and understand what is the problem that you are actually helping your audiences to solve.
The amount of money you can make is an indirect proportion of how much you understand your niche market pain and the amount of value you can deliver.
3. People don’t buy products or services. They buy stories
Especially when selling commodity products, there are tones of same products out in the online market. Then how do you stand out competing with the rest who are also selling the same thing as you?
By adding stories into the product, it creates a whole new product range bundled with emotional feelings. It allows the audiences to see a massive difference between a $2 product and a $200 product that comes with an amazing a story attached with emotional feelings.
Charles has created a story with emotions in it on how the comb can provide to the devoted a memorable gifts to be remembered for so that they will come back again the next time.
Facts Tell. Stories Sell.
If you can apply the same strategy to your business you can 10x or even 100x your revenue, creating a new niche market and standing out from the rest.
Once you understand the concept then you be able to inject a backstory into all your product and create massive movement.
Ask yourself this question, What is the ONE THING I can DO NOW and once accomplished is enough to make other things seems less significant.
I like to declare that 2 years ago, I was not able to even write a single content of 500 words. Fast forward to today, I was able to write more than 1000 words and this is all thanks to Wealthy Affiliate, a community that was created to provide the best platform and learning experiences any online entrepreneur could ever have.
I am grateful that now I am able to share all my pain and experiences with you. Start having the belief in yourself and remember that as long as you don’t give up, anything is achievable.
You will only Fail when you give up.
If you have any questions about all of this, feel free to leave them in the comments section below and I’ll get back to you as soon as I can.
Learning is a never-ending process.