One of the most crucial steps in becoming a phenomenal sales person is to first understand that it is far more important to answer the question "why do they buy?" and not "how do I sell?". No let me correct that... It is one billion times more important than "How do I sell?". It is also worth noting that people love to buy things but do not like to be sold. Hmm...This one is worth exploring but first I will address the "Why they Buy" statement.



To quote a famous author, speaker, salesman: "If they like you, and they believe you, and they trust you, and they have confidence in you...then they MAY buy from you. - Jeffrey Gitomer

1. I like the person selling to me

NOTE: Liking is the single most powerful element in a sales relationship. Ask youself if you have every bought directly from someone you do not like.

2. I understand what I am buying.

It is best not to assume that the person knows what you know about your products and services. To help them get there, first ask them questions so that you know what they know. Then fill in the missing pieces where appropriate.

3. I perceive a difference in the person and the company I am buying from.

4. I perceive a value in the product that I am purchasing.

Don't just tell them about the details of your product and service. Make certain you speak also in terms of the value they will receive as well.

5. I believe my sales rep.

6. I have confidence in my sales rep. (Do you keep your promises. Do you follow up when you say you will.)

7. I trust my sales rep. (Like leads to trust. Trust leads to buying. Buying leads to a relationship. That's not the life cycle, that's the life cycle of sales.)

8. I feel there is a fit for my needs and his/her product and service. (Asking questions and learning more about them can help with this one. Taking the time to learn how you can HELP them with your product and service can help them "sell themselves" on the value it will bring to them. Taking that extra step and showing interest in them and how you can help them will establish longer relationships. Do you want a sale or sales for a lifetime?

10. The price seems fair, but isn't necessarily the lowest.

Remember that taking an interest in the other person's needs and truly helping them will build lasting relationships. For instance, if you know that your product or service would not be right for them and you were up front. Perhaps pointing them in a better direction. The trust you build can lead you to possible referrals. It is alright to ask them for referrals at some point. Think about how many referrals you actually make in a month. You refer friends to a great new product you tried, a movie you liked, a new fabulous restaurant...we are referring machines. Why wouldn't someone refer you after you spent the time really trying to help them.

One last tip on understanding why your customers buy: ASK THEM. Get their feedback. Give them value other's don't by keeping in touch with other value added touches (be better than your competition). I promote wellness and will often send my customers free articles and information about health and wellness. Give value for free! Remember you are building relationships for a lifetime. Give more than you ask for and it will come back to you in life as well as in business.

Hope this helps all who read it.

Much success in your endeavors!