The psychology of selling-How To get people to buy from you

By Gurpreet Tooray

OBJECTIVES FOR TODAY:

- Who I am and what I do

- Core Concepts Of Selling

- Why Do People Buy

- Conclusion and Final Remarks

Gurpreet Tooray

29 Years Old

Empower Network for 3 Months

Helping People Make money Online by way of sharing their ideas and passions.

Social media:Email: g.tooray@gmail.comInstagram: gurpreettooray_marketingTwitter: Missmedstudent8Facebook: Gurpreet ToorayPinterest: pinterst.com/incomeplusWebsite: http://gurpreettooray.net

http://bit.ly/aasecret2

Core concepts that are easily overlooked:

- Nothing happens until a sale is made.

- Rise and Fall of a company depends on sales so most organisations have a fantastic sales department.

- Pareto Principle - 80/20 rule – 80% of the sales are made by 20% of the people.

- Your aim – by training and mentorship/guidance you want to become one of the 20%.

- 20% ---- 4%

- Difference between a great seller and a mediocre seller is very small.

- Known as the Winning Edge Theory.

- Top performers in this field do things in a slightly different way. They have a certain edge to the way they do things.

- Practice every day and improving your techniques on a regular basis you too can become a top performer.

- Important to remember that selling is an Inner Game.

- What goes on within a sales person’s mind makes all the difference to their outcomes.

- Never earn much more or less than your self-concept level of income.

- Direct correlation between Self concept and effectiveness.

Two Major obstacles in selling:

1- Customer's fear of making a mistake

2- Salesperson’s fear of rejection.

Reason for failure: People do not stay in sales long enough to see the first few wins. Because of this people don’t increase their self confidence and self-esteem.

One thing to note – The best sales people have reached a point in their mind-set/sales life that they no longer fear rejection.

“I will not stop until I am successful.”

Self-Assessment:

- Do I have high levels of self esteem?

- Am I a goal oriented person?

- Do I have plans to reach those goals?

- Do I understand the needs of my customers?

- Am I willing to work hard to obtain those goals?

- Do I believe in my company/products/services?

10 Characteristics found in good salespeople

-High levels of self confidence – reading/audios/practicing every day-Taking full responsibility for your results-Above average ambitions with the desire to sell.-Empathy and concern for your customers and their problems-Goal oriented-Will power to succeed.-Willingness to work hard-Self-belief – yourself, company, and the products/services you are offering-Honesty – about yourself and your company-Ability to make friends

WHY DO PEOPLE BUY??

One thing people overlook is the fact that people buy for THEIR reasons, NOT OURS.

A buying decision is made so that people can better their lives in some way.

Not all people are pulled in by the thought of making extra money – lifestyle, freedom, change

A buyer has three choice:- They can buy from you- They can buy from someone else- They do not buy at all

You want to provide them with the best chance for a change/problem to their solution so they buy from you.

Needs Analysis

Every sale begins with a need’s analysis. This is understanding what the prospect wants.

You are in no way a position to sell if you do not understand the needs of your prospect.

You have to be able to provide a solution to their problems.

GET THE CUSTOMER FOCUSSED ON HOW THEY WILL GAIN BY USING YOUR PRODUCT.

Basic Rule: People do not but products, they buy benefits.

How do you uncover someone’s needs? By asking questions and LISTENING carefully to what they say.

You need to be and should show interest in what your prospect has to say.

Let people talk – they will eventually tell you their needs and their concerns.

Prospects want the truth. Honest information about what it is you are offering and how it can help them.

This is the right thing to do. You want to be honest with people and be ethical

FINAL REMARKS

Make sure you know about your product/company. Do your research as the more informed you are and the more confident it makes you when showing people your products.

Each customer is different and presents different values. One prospect may be worth more than the others.

Questions to ask:- Who exactly is my customer?- Who buys my product/service?- Who may possibly buy in the future?- Why do they buy?- Where do you have an advantage against your competition?- What do you have to offer that no one else does?

WHAT’S NEXT?

If you feel like this is something you would like to learn about and would like more training and resources to help you sell better then click here -- http://bit.ly/aasecret2 and enter your email address.

Watch the video where you can get more information on how to join my team. Click and buy the $25 blog so you can get started.

In the next week I will be taking on the first ten people and help them start in this business and be better prepared to make more sales. Work with you one on one.

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THANK YOU FOR WATCHING :)

GURPREET TOORAY