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5 Ways to Create the Conditions for Customers for Buy

As we know, a good salesperson does not sell, he merely creates the conditions for customers to buy by themselves.  As what Sun Tzu said in the Art of War, the highest strategy is to win the war without fighting, so in sales the highest strategy is to sell without selling.  There are 5 ways to create the conditions for customers to buy:
  1. Sell then Tell.  Before you tell people anything, sell them the idea why they must listen to you.  You can do this with the phrase, "Why I am telling you all these?..."
  2. Pull then Push.  You must attract people to what you are selling and if they still don't bulge, you have to push them to make a decision.  Attract people to buy not with what you sell, but with the benefits of what they will gain and the loss they will make if they don't buy.  Pushing is not to push people to buy so that you can close the sale but to push them to achieve what they want to achieve.  People want to achieve different things, be it save money, earn money, have peace of mind, have their say and most importantly, to be validated
  3. Customize and you'll earn a customer. Don't just sell what you have, customize your product and services package to suit their needs and wants.  If you cannot change what you sell, change the perception of what you sell. For example, we often tell people that we are not in the training business, we are in the business of changing people.  Even if they see no need to learn anything, they see a need to make a change, and that training course is a catalyst.
  4. Serve, not Sell.  Service to others is the highest purpose, so serve their needs and you will never have to sell in your life
  5. Ask Questions, not Make Statements.  Questions make the sale, because people buy base on their own reasons, and we ask questions to draw out the reason for them to buy.  That's why we never sell, we merely help them to buy. Read here for the question techniques. 
By Andy Ng, Chief Trainer at Asia Trainers, list of courses at here.  Related articles:
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