How to double your sales simply by shifting your perspective.

The absolute majority of businesses out there aren’t aware of one of the most basic tenets of business.

Neglecting this takes a huge toll on their business.

Here’s what I mean by this.

IT’S THE NEED THAT SELLS

If you walk into a store to buy a computer, as soon as you start speaking to them they bombard you with all of the details. How many gigabytes and megabytes and terabytes and this speed……

Same thing with e-books, my 18-page e-book includes blah blah blah… nobody cares about how many pages the book has.

What they are doing doesn't work for them because they’re selling the product, they explain all the possible details about it cover to cover. 

If I am looking to buy an e-book, I would want to find out what the author knows about the topic of the book he wrote. 

Not the pages, the colour, the look…..all this garbage.

It's the need that sells not the product. 

Whatever you are selling, it doesn’t matter what it is, how it feels or looks. You have to convince them that they need it first.

Let's take a Coffee Shop as an example:

Most coffee shops don’t sell on need. 

They'll sell on price because of the massive competition or they’ll have a nice looking place with nice chairs…. for people to put on their Instagram or they talk about their coffee beans, but they very rarely sell the need.

Here’s how I would approach it, for instance.

I would put up a massive sign which is visible from far away saying: 

“Tired? Nice warm coffee.” 

Now imagine you’re driving down the road on a pretty hectic day and you read the sign.

You would be reading exactly how you are feeling or it would make you think your way into the coffee shop.

Because when you read the sign and think: 

Tired?  

You either think; Yeah! or I do feel a bit tired.

Nice warm coffee. 

Exactly what they need because when most of us feel tired we go and have a coffee.

By adding these things together, I would be creating the need for people because everyone is tired and when they are tired they would love to have a coffee.

SELL ME THIS PEN

Now if I were to talk about arabica beans, brewing methods, filters……all this nonsense, 

You wouldn't care about it whether you’re driving or not, would you?

You have to convince people that they need what you sell. You don’t do that by talking about the product, you can by talking about their need. 

We all know the adage: “Sell Me This Pen”

When you put people on the spot with this, most of them start by saying:

This pen is a blue ink pen with a metal body. It is extremely durable and cheap………they go on and on about it.

Instead, here’s what you should be doing:

“You need to be able to write things down. 

How are you going to write down all the things and life-changing ideas that come to your mind without a pen? 

You could become a best-selling author or the next Mark Zuckerberg if you have a pen.

You need a pen to do that.”

Do you see what I'm talking about? It’s the same approach you have to take in your business.

SELL THE NEED, NOT THE PRODUCT.

People buy things they need more than the things they want. 

There may be few exceptions but generally, they always buy things they need.

The first thing you should do right now is to block some time out to analyse your business, you might be making this mistake without even realising it.

It’s something you need to think about.

If you're curious about how we can implement this strategy specifically for your business, get in touch with us:

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