The Key To Selling MORE 99% Of The Time

What Is The Most Overlooked Secret Of Selling?

To answer this question, you’ve got to understand first that selling or closing the sale is an outcome. It is something that happens only after several other things must have happened. Meaning, sales are not made in an instant.

Several factors must be well aligned long before the decision to buy is made.So here’s the most overlooked secret of selling; eliminate every barrier to sale!That’s as simple as it sounds. To sell more 99% of the time, get rid of every hindrances to making the sale. In other words, to make the sale, shorten the buyers’ decision process.

The problem with selling is not from the target buyers per se, but from you the seller. To the buyer, buying is a decision. To the seller, buying is sales. To sell 99% of the time, as the seller, you need to see from the buyer’s perspective. To them, what you call sales is a decision they make after considering several things. So customers will buy if you the seller can make the decision to buy easy for them.

Customer Buying Decision Process

Buyers go through 5 critical stages that influence the sales.

To make the sale 99% of the time, you need to eliminate all possible barriers to the sale. These barriers come up at different stages of the buying decision process. Identifying them and getting rid of them is how you get the buyer to choose you as the right seller to buy from.Here’s the 5 critical processes people go through to buy;

• Need Recognition: why do they need what you are selling?
• Information Search: how do they find you?
• Evaluation of alternatives: why buy from you?
• Purchase Decision: why buy now?
• Post-purchase behavior: why buy again and again and again?

The faster you get buyers to go through the 5 buying decision process above, the faster you can make the sale. In other words, to sell more 99% of the time; know why they buy [Need Recognition], make it easy for them to find you [Information Search], define and always communicate your uniqueness [Evaluation of alternatives], make a compelling offer [Purchase Decision], make promises you can keep and keep the promises you make [Post-purchase Behavior].