Marketing Magic
March 2, 2015
By Jerry Bellune
.
Why they will buy from you
Do you think of sales as simple manipulation?
Convincing prospects to buy what they don’t want?
Selling ice to Eskimos? You’re wrong.
Selling consists of part science and part art.
Done well, it’s not sleight of hand. It becomes magic.
It’s simple. We buy from those we like and trust.
We ignore everyone else.
.
We tend to like and trust those who are:
• Like us, act like us, think like us. We’re tribal.
• Project confidence in themselves and their offers.
• Ease our natural skepticism and distrust of others.
• Help us make error-free, low-risk buying decisions.
• Act trustworthy and act in our own best interests.
.
We are emotional — no matter what we think.
We may delude ourselves that we’re tough-minded.
That we only make rational business decisions.
Wrong. We make decisions emotionally.
Then we justify them to ourselves rationally.
To become more successful, accept and act on this.
.
The person across the table is a lot like us.
They are going to decide to buy emotionally.
So we need to paint a picture of this as the right buy.
First, we must be convinced it’s the right buy for them.
We must believe it. Never sell anything less.
Next we must give them the rational reasons to buy.
But always after we have painted the picture for them.
They will use our reasons to justify their buying.
.
Did we solve a vexing problem for them?
Did wet ease their pain? Help achieve their goal?
Satisfy a long-held desire or dream?
Help them buy that new car or beach home?
Finance a round-the-world trip?
Send their kids to Harvard or MIT?
This is the art of persuasion in sales.
It’s not voodoo or trickery. Art + Science = Magic.
.
Recommended Reading
My new Special Report will help you in sales.
It will help those you are teaching to sell.
For a complimentary copy email me.
In the subject line put: “Marketing Magic.”
It’s absolutely free. No strings attached.
.
Next: Marketing’s 3 Magic Legs.
Want to share this with a friend? Be my guest.
We only ask that you tell them where it came from.
Invite them to send me their email address.
They can reach me at [email protected]
I’ll email this strategy letter to them each week.
©2015 The Bellune Company, Inc.
Neither MidlandsBiz.com nor The Bellune Company, Inc. makes any warranty as to the results that may be achieved from using this information. ©2013 The Bellune Company, Inc. All rights reserved. Requests for permission to reprint or circulate may be obtained by emailing [email protected]
