3 PRINCIPLES OF SALES YOU CAN BE SURE TO ALWAYS WORK

Are you a business owner in constantly changing times, and it seems very difficult to get a sales process down because the methods keep changing every year?

Well, while the methods of sales/marketing and human idiosyncrasies could change very fast, the very principles of sales/persuasion do not change. From my research, and after a quick study of the book Influence by Robert Cialdini, I have realized that Relationship Building, Authority/Consensus and Value Proposition are three principles of sales you can be sure to always work for your business, regardless of the systems or methods you use to actualize them.

In this article, I will break down exactly how to use these 3 sales principles to increase your sales either in your brick and mortar store or online space. Keep in mind that there are many principles embedded in each of these principles I’ll be sharing, and there are many more triggers or factors that could affect a person’s buying decision, so many we couldn’t possibly satisfy all of them.

The principles mentioned in this article are therefore not the only ones but are some of the strongest and most consistent principles you can be sure will always work regardless of what you sell.

Now a disclaimer: This should go without saying, but I am writing these principles in this article for people who have actual businesses (products and services) which are beneficial to people. If you are selling scammy products, this is not for you.      

With all this in mind, let’s get started.

Authority/Consensus

The principle of Authority (my definition) states that you should follow an expert, especially in a field you know little about.

The principle of Consensus is a bit similar, and it states that you should look to see what the tribe (people who are exactly like you) is doing and do the same.

While these principles are different and often taught differently, I have put them together in this article because they are the principles that involve using other people’s influence to sell your product, service or idea.

If you just learned about personal development yesterday, and you do not know which books you should start reading or which guru you should start following, the first thing you’d probably do is a Google search which would look like:

“Which personal development books are the best?”

“Which personal development workshop can I attend in Ohio?”

“Which online personal development coach should I work with?”

When you get the search results, you’ll either browse through some recommendations on Google or in a top community like reddit or Quora and pick the most recommended. Why?

Because if so many people can vouch for them, then they must be the best. It is the same reason a person seems to be more attractive when he/she gets featured in a fashion magazine, or when they have many of your friends calling them attractive.

So how do you use these strong principles for selling?

  1. Provide good knowledge

If you become famous on Twitter for providing industry specific knowledge that works for your followers, they are going to view you as an authority, and buy your products when the time comes.

  1. Mingle with other top authorities

If you can get top authorities in your industry to endorse you, you will sell more. You can get top authorities to endorse you by building a relationship with them, doing quality work for them, referencing them when you share content and so on.

Relationship Building

If, as a girl, you met a guy today, would you be open to marrying him immediately? I doubt it. No matter how much you like him, you’d want to spend some time building a relationship, getting to know him better before you make that life changing decision.

This principle of relationship building is simply a little combination of the principles of Liking, Reciprocity and Commitment.

While the choice of who to buy from might be less important than the choice of a partner for lifelong commitment, the principles behind them are the same:

People are more likely to buy from people they know, like and trust.

How do people learn to like and trust you?

  1. By making yourself relatable

The reason why rags to riches stories work in personal development is because a lot of people seeking personal development can relate to them. The can relate to being broke, out of shape, being a misfit, etc., and they think “Oh, if this guy who was just like me could do it, then I can too! I just need to learn what he knows!”

Spend some time researching your target clients and understanding their life as it is to them, then use words that describe their lives even better than they can describe it themselves.

  1. By giving them something first

If you can help your target client with something of value that benefits them, they are more likely to like you and want to give back to you.

Value Proposition

The value of your product, and how you present this value to your target customer is very important in influencing their buying decision.

This principle is based on the principles of scarcity and contrast.

If you can show that your product is better than the other options your customer has seen, and you can demonstrate scarcity, then you’ll be more likely to attract more customers fast.

How do you achieve this?

  1. By giving your customer every piece of knowledge they need

A car is sometimes a lifelong decision. Before you can sell a car to someone, there must be enough information to help the person make that buying decision. I’m not saying your sales content should be too long, I’m only saying it should be complete.

Include every single nitty-gritty of your product that is important to help the customer make the right decision and add it to your sales content.

  1. By listing features and benefits

Find out the features that your product has and tie them to the benefits your target clients are looking for. Don’t just waste away a sales opportunity by listing only the features. Include the transformation they are sure to get if they use your product or service and make them dream about having that transformation.

  1. By having a well-defined Unique Selling Proposition

You must find out that important element in your product or service that makes it better than the other products your target customers would normally see. When you find it, describe it properly and present it to your customer the best way possible.

  1. By injecting some scarcity

Humans like doing things on deadline day. It is therefore you give them a time or space deadline to prompt a quick response and give the idea of scarcity in the sales of your product.

Conclusion

The system you use to market to your prospect doesn’t matter, as long as they use the principles of marketing. Now, this is not a 100% guarantee that you will get every single person you attempt these principles with, but it will improve your sales considerably.

Also, it is important that you use these tips nobly and only when you have a truly valuable service to sell. If you use these principles to scam people (and you can), you’ll be a con man, not a businessman or salesman, and that cannot sustain you in the long run.

 

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How You Can Earn Money on YouTube

YouTube was established on 14th February 2005 by Chad Hurley, Jawed Karim, and Steve Chen. Currently, it is the second-most visited site in the globe. About five billion videos are viewed on YouTube every day, and the total number of visitors is more than 30 million per day. The total number of YouTube users as of 5th January 2019 was 1,300,000,000. This means there is great competition when it comes to making money from YouTube videos. Continue reading

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37 Websites with Amazing Free Stock Photos and Images

Photo credit: Pexels

Finding good and free images is not as hard as it used to be, if you know where to look. Here are some great free stock photo sites divided between 100% free photos under the Creative Commons (CCO) license (free as long you don’t say the photos are yours) and those under different Creative Commons licenses (usually they just want you to give them credit, that’s all). Nonetheless, both are free for you to use for personal or commercial purposes. All sites do not require your registration unless stated. Continue reading

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Mastering the Art of Gift-Sourcing in the Internet Age

 

As much as the development and opening up of the World Wide Web is meant to make our lives easier, it can often make for a source of information overload. This complicates things which were meant to be simplified by the very thing that adds all the complexity and this leads to many of us spending way too much time online unproductively.

One such area of our lives in which information overload seems to be having a detrimental effect is that of how it affects the art of gift-sourcing and giving. It was meant to be made easier by the web, wasn’t it and yet it’s just so much more complicated?

I mean there’s so much to have to think about now which was previously not a problem at all, such as how you’d perhaps be walking right into a cliché trap if you went online and Googled something like “gift ideas for xyz!” What you’d ideally get are results which are probably not even all that pure in their intentions, optimised for the search engines so that the creator of the subsequent content published can make themselves a bit of money.

It’s not always like this, but in most cases the highest ranking results would be rather hastily put-together lists of gift ideas you should rather avoid, given the fact that they become clichéd by mere virtue of having been featured so prominently in the search engine results. Yes, something like a personalised mug might have made for a somewhat original gift idea for a colleague’s birthday for example, but because this idea is featured so commonly on those “best birthday gift ideas” lists you find online, pretty much all the originality is taken out of it.

It’s not original if EVERYBODY is doing it…

So then, what does it take to master the art of gift sourcing in an age where everything seems to have been done to death and in an age where everything you do seems to be some kind of performance you have to give, for which you’re going to be rated? I won’t get into too much detail about that though as it’s perhaps a discussion for another topic altogether, but think about it – you get rated for the “type of guest” you are if you take up an AirBnB, use Uber, wear a certain outfit to a certain function, etc…

Anyway, mastering the art of gift giving in the internet age – the age where there’s seemingly not much room left for creativity – you perhaps need to take things back to the original thinking behind what gift sourcing and giving is all about.

You can get just about anything shipped in from anywhere in the world today at next to nothing, so it’s not enough to be able to point to the origin of a particular gift. Rather, what you need to do is focus on gifts like sympathy gift baskets for example, since these have an underlying value which simply seeks to make the lives of the recipients easier.

Someone who is mourning the death of a loved-one for example would have a lot of guests coming over to pay their respects, in which case one of those sympathy gift baskets which cover the snacking needs of all who attend will do.

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