PEOPLE ONLY WANT TO BUY WHAT THEY ALREADY OWN

PEOPLE ONLY WANT TO BUY WHAT THEY ALREADY OWN

The professional seller knows that prospect's will only buy if they already own what you are selling. Now if that sound ambiguous to you, allow me to repeat it - prospect's will ONLY BUY if they ALREADY OWN what you are SELLING. In other words, unless your prospect was sold before you started to close, you won't write the order. If you didn't create a feeling of ownership earlier in the presentation, why should they want to commit to it? Before anyone buys a product or service, there are two points they need to address. These can either be thought through consciously - or pondered over subconsciously.

The conscious thinker is easy to pick - their questions (verbal responses) and mannerisms (physical responses) give them away. The professional seller will pick both responses with ease and set about the corrective process with as much ease.

However, when only the subconscious is at work in the prospect, the seller will quickly pick up on any discomfort suffered by the prospect, but in most cases will not be able to pin-point what it is - because even the prospect won't know what it is.

In the majority of those cases it relates to the two points mentioned earlier. And those two points are these:

Firstly, before anyone can own anything, they go through the pressure of mentally making that decision of wanting to own it. The problem here is, if they can't feel confident about a decision they should be making, they simply won't make it.

And secondly, they really want someone to rationalise the decision they need to make, or even have someone make that decision for them.

The role of the seller is to understand these two points, and either remove both fears in the presentation stage or make a decision to counteract these objections as they arise - the second obviously being the harder of the two to control.

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This Article is by Peter Collins - In a sales career spanning more than 52 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers and business consulting. He has also only worked with 2 Multi-Nationals and is in the Hall of Fame in both. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author (Selling over 2 million Books), and has 65 Business Books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

Peter can be contacted through his website – profitmakersales.com

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