One of the most valuable skills that a salesperson wishes to master is knowing how to sell anything to anyone. This skill opens up various doors of opportunity in any sales situation, whether it’s selling a product online, face-to-face, over the phone, or even in an interview.
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In this article:
- Do Your Research Before Selling
- Center Around About the Buyer
- Contribute First Then Sell
- Learn How to Sell Yourself, Not Just Your Product
- Use Psychological Quirks for Better Results
- Hit the Right Emotional Point
6 Ways on How to Sell Anything to Anyone
Do Your Research Before Selling
The first thing to do before you want to meet your customers’ needs or craft your sales pitch is to learn about the customers as much as possible.
Researching your target customer means figuring out who they are by analyzing their needs and desires.
For example, your prospect lives in Phoenix. A quick Google search will land you with new restaurants in the area. So start the conversation by referring to whether they’ve been to those places or what their favorite dish is. If they’re from Colorado, asking how it feels in the snow season or if they’re skiers will be powerfully relevant.
The bottom line of how to sell anything to anyone: build rapport first.
Center Around About the Buyer
Have you ever talked to anyone who monopolizes every conversation? That must be an awful experience. The same principle applies to how to sell anything to anyone.
The rule of thumbs here is always to make it about your buyers. Every email, voicemail, and meeting should center around the buyer. Always ask, “Is this relevant to that particular prospect?”. If not, customize each interaction accordingly.
Buyers don’t like being bombarded with products and offerings. What salespeople perceive as informative and engaging may be obnoxious and irrelevant in the eyes of prospects.
Contribute First Then Sell
Don’t start with a script right off the bat. That can anger the prospect and turn them away. Instead of trying to sell, show customers your help in the most valuable way you think.
For example, send your prospects an informative explanation of the latest features of a car they want to buy; email them a piece of content that aligns with their needs.
How to sell anything to anyone pro tip: collect templates of FAQs from buyers, so you can quickly follow up with relevant words. Free tools like HubSpot’s Email Templates can save you time drafting repetitive emails and dull messages.
Take the position of a dedicated advisor rather than a salesperson. Customers will become more interested in a person who connects their problem with their offerings than a thirsty person to sell.
In short, be helpful!
Learn How to Sell Yourself, Not Just Your Product
Before a person spends their hard-earned money, it’s crucial they like you before the products you’re trying to sell.
Take some time to get to know the person you’re going to present your sales pitch to. Let them know you as well. Tell them about yourself, your family, or your pets. Crack some jokes. Make them laugh. And make your personality shine.
If you failed to make your prospects perceive you as a friend rather than a salesperson, your path to answer how to sell anything to anyone will be further and rougher.
Use Psychological Quirks for Better Results
Human brains are wired to react in specific ways under certain circumstances. Having an awareness of these psychological tricks can help you benefit from them:
- Confirmation bias: people are more likely to accept information that corresponds to their beliefs. In contrast, contradictory evidence appears less convincing.
- Peak-end rule: people can easily recall the end and a peak within a presentation/conversation more vividly than preceding sections.
- Anchoring effect: the information people receive first will affect their reception of all further data.
- Curse of knowledge: someone who has significant knowledge of a given topic is less likely to relate to someone who isn’t as familiar.
- Decoy effect: a third option can sometimes help people make their choice between two existing possibilities.
Hit the Right Emotional Point
Like it or not, emotions pave our way of processing information and making decisions. With this principle in mind, salespeople will do themselves a disservice if they appeal solely to the buyers’ logic.
Some negative emotions impact decision-making, including fear, greed, envy, pride, altruism, shame, etc.; you don’t want buyers associating with your products and company. Make sure it’s your light touch on one of these when making emotional appeals.
And remember not to introduce all of these feelings in your sales pitch. Take one or two that resonate well. Mix them up (subtly if you like) to maximize the effect.
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If you want to sell products and services with ease, these tips are the game-changers you may need to make it happen.