You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to satisfy both needs.
These two needs are:
The need to avoid pain, or a loss
The need to gain pleasure.
These are the two motivating factors in a person for doing anything in their life; to gain pleasure, or to avoid pain. You may have heard it stated this way, “The carrot or the stick”. The carrot represents the edible reward, while the stick refers to a punishing switch.
Your goal in finding the answer to the prospects’ problems is to find the pleasure they wish to gain or the pain they wish to avoid, and then show them how your product or service will help them avoid that pain, or gain the pleasure they seek.
Does that make sense?
Great! Let’s move on…
People buy products or services based on emotional needs or wants, and then justify their purchase logically.
So, in the qualifying phase of the sales process you need to find what the desired results are your prospect is seeking. Then you must dig deep to find their internal emotional reasons for wanting what they are telling you they want.
When you connect with people and their emotional reasons for wanting what they desire, you have tremendous power to give them what they want, and have them feel great about buying your product or service.
At this point you are probably wondering how to do that.
Let me explain…