Thursday, December 14, 2017

The Secret To Selling

January 24, 2010 by  
Filed under Featured, Sales And Marketing

So I’m watching TV late night and I’m flipping through the channels and low and behold, what do I see? Yup, you guessed it, an infomercial. Have you guys ever seen one of those? Yeah, who hasn’t right?

Anyway, I sit there watching this thing and I know I’m not going to buy it, only I can feel myself wanting to get up and pick up the phone and order it. And then I catch myself. “No No No No No No NO!!! You don’t need this silly thing. You’re not going to buy this thing. Wow, that was cool. Do that demonstration again. Hey, she really likes this product. Wow, it can do that? No No No No No No NO!!!” And so on it goes – the little voice in my head.

So I’m watching this thing, know that I’m not going to buy it (or so I think), only I’m drawn to it. I can’t flip the channel. I gotta see what else this thing can do. Has this ever happened to you? A friend of mine once told me that he’s addicted to Reality TV shows because they’re just so stupid he can’t change the channel. So what does Reality TV have to do with this infomercial? Well, both of them are selling you something.

Now, Sell is a four letter word so people hate selling – and even more, they hate being sold! The funny thing is that people are being sold all the time, and they are buying all sorts of things they don’t need – like this dandy little item on the infomercial I was watching. Why is that? How were they sold something when they hate selling and being sold something? How come there are some really great salespeople who can go out there and sell ice to an Eskimo? The answer is really quite simple. Would you like to know what it is? The simple answer is…

Should I tell you the secret?!? If I do, then a tactic known is a tactic blown. You might never buy anything again. Nah, that’s not going to happen. The simple answer is that they told a story. Yup, that’s it. The best salespeople out there just go out and tell stories.

The infomercial was a ½ an hour story that sucked you in slowly.  Reality TV is the story of people’s lives. People love to hear stories. And when you can tell a good story, people will listen. Build anticipation!  Talk with excitement! Make it funny!

When you go out to people and tell them all the great stories you’ve had in your business, they’ll buy from you. Why? Because they want to be a part of the next story!   So the next time you go out recruiting or to selling something, all you should really be doing is telling good stories!  Whether you or they know it or not, you’re still selling.  It’s just more fun! And who doesn’t like to have fun?!