How to sell anything to anybody
“People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies.”
– Blair Warren
The Five Pillars of Persuasion:
- Every sales message you put out from now on must contain a person. This is your customer, not you.
- Your sales message must contain and deal with a problem that your customer has. Your person feels this problem is real, whether it is or it isn’t.
- You must make a big promise that is meaningful to your customer, a promise that looks like paradise to them. It has to show them a picture of life without the problem or the pain.
- You must offer substantial and credible proof that your promise is true.
- You must propose to them that they buy your product and you must do it in a compelling way. You must make them an irresistible offer that is so good, you don't have to be pushy; it sells itself.
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I agree, storytelling is vital in any phase of selling. And you do want to be interesting as well as capable of solving problems that your customer may have.
The pillars hit the nail in head. The very common mistake average sales person commits is talking about herself, her company, products and services. In order to get one’s attention you need to make her talk about herself, her problems, pains and surfferings. Then offer options as possible solutions that may include your products and services.