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The Most Powerful Internet Marketing sales technique – Needs-based Selling

If you haven’t read the previous article which covers the other 2 important Internet Marketing sales techniques, you can view it at “The three types of Internet Marketing sales techniques“.

At this point, you’re already familiar with features-based selling and benefits-based selling,
shouldn’t that already help secure the customer?
You’re right, these are really powerful selling techniques and sales trainers like Brian Tracy, Tom Hopkins, Blair Singer have become rich off them.

But, there is one way to substantially increase your sales closure rate.
Again, my partner is going to nag at me, because I’ve already given it away for free in the Best Kept Business Secret course at BizExcellerator.com.

I’m starting to believe him, that giving people stuff for free, means they’re not likely to read it or take action.
Only when I charge them $1,000 for the course, will there be a stronger commitment for action.

I’ve been involved with Stuart’s Internet Marketing training recently, and only a handful of participants have taken action. Maybe you should charge more for the training, then you’ll have more people taking action, Stuart!

But here’s a real-world application of the sales insider secret.

I got a lot of it from my real estate mentor, Edwin Teo.
Using this technique we sold a good class bungalow in November last year.
If you’re familiar with property, there’re only a few hundred of such properties in Singapore.
Because the supply is limited, and the pool of people who can afford such properties is also limited, it’s difficult to close these deals.

But if you do, boy oh boy, a major payday!

In fact, the fees for this deal was in the high five figure amount.
Imagine this, a SINGLE deal amounts to more than what 80% of Singaporeans make in a year!
Just ONE deal.

Now here’s the secret.
Needs-based selling“.

That was simple wasn’t it?
Go forth and embrace success.

I told you it was so simple and straight in front of your face that it’s a surprise more people aren’t successful.

If you need to, re-read the section on “Abraham Maslow Hierarchy of Needs” at the BizExcellerator Best Kept Business Secret course.

Successful selling, specifically seeing a quantum increase in sales (where we’re talking about sales increase by 5 times, 10 times, instead of 30% or 50%), requires a major paradigm shift.

The sales approach needs to go from product-centric (features or benefits-focus) to customer-focused.

Maslow’s Hierarchy of Needs will help you pinpoint with laser-like accuracy the basis of greatest need and meet it with your product.
Even if you have the world’s best quality mineral water-based ice cubes and you’re selling it to an Eskimo, you’re going to need a lot of luck.

If you have a low-priced energy-efficient igloo heater, I’m fairly sure you’re going to be top salesman pretty soon.
Commonsensical, isn’t it? The application is more challenging though.

This paradigm shift will net you greater results.

To put the hands-on spin to Maslow’s framework, consider the following:
1) All human beings have needs
2) Meeting higher level needs may enable you to price your products and services at a premium
3) Emotional components are more important than intellectual appeals.

Emotion vs Intellect
Do you typically make decisions based on emotion (how you feel about a product) or intellect (your rational opinion about it).

Although you may sometimes use intellect as a basis, most of the time it will be based on an emotional decision.
For example, among the food choices, our diet might best be met by a high fiber, medium carbohydrate, low fat food combination. Maybe boiled barley and soy milk. Since this is our optimum food choice, we should be eating the same thing every day.

But we don’t!

Instead we crave (an emotional response) salmon, french fries, chocolate cake, ice-cream, because we want (an emotional response) rather than need (an intellectual response) these foods.

Is this logical? Shouldn’t we eat the ‘best food’ every day?

Our bodies will be in peak condition, won’t it?

Instead, emotion overrules logic!
Needs-based selling if executed correctly, will:

  • have a high emotional component
  • be customer-centric (but still must have some product focus too)

If you have questions regarding:

  • Maslow’s hierarchy of needs
  • needs-based selling
  • emotional vs intellectual appeals

please leave a comment.

If you might find crafting of needs-based selling appeals, or examples useful, drop a comment too.

Needs-based selling is a very powerful too.
Because many people aren’t using it (or using it well), you will see massive increases in your results if used successfully.

Test it out and do report your results.

8 comments on The Most Powerful Internet Marketing sales technique – Needs-based Selling

  1. TheKen
    August 4, 2006 at 4:39 pm (4988 days ago)

    Hi, found your post through ping sg, nice topic about needs selling

  2. andreww
    August 4, 2006 at 5:04 pm (4988 days ago)

    tks for the encouragement TheKen.

    you have an interesting shares site too!

  3. Kloudiia
    August 8, 2006 at 1:32 am (4985 days ago)

    Hey Andrew

    Yes, I agree that most sales are closed through appealing to one’s emotions. That is precisely why iPod is so successful, and also why branding is such an overrated factor critical to a product’s success or failure. For the right branding will appeal to the right emotions and hence, cause you to make the buy or not decision.

    Good post! Continue sharing ;)

  4. andreww
    August 8, 2006 at 11:13 am (4984 days ago)

    hi Kloudiia,
    tks for yr feedback.
    ya, emotional factors are v strong for iPod, esp in the face of Creative’s MP3s superior features.
    Actually, there is branding and there is anti-branding.
    Will cover that in a future post if there’s interest.

  5. Al Gammate
    January 31, 2009 at 12:32 am (4078 days ago)

    Hello Andrew:

    You are so right in saying that emotion plays an important role in selling.

    Ever wonder why car dealerships play exciting background music? Or why bikini-clad women are shown drinking alcohol products in advertisements?

    The answer is that music and bikini-clad women elicit emotion. There are many things you can pair your product with to elicit emotion.

    Emotion elicits sales!

  6. laser pointer
    May 6, 2010 at 4:38 pm (3617 days ago)

    Hi, Andrew,
    thank you very much for your recommendation. they are very helpful to me.

  7. polymer
    April 25, 2013 at 12:51 pm (2532 days ago)

    Nice post. I used to be checking constantly this blog and I’m inspired! Extremely useful info specifically the ultimate section :) I care for such info a lot. I used to be seeking this certain info for a long time. Thanks and good luck.

1 Pingbacks & Trackbacks on The Most Powerful Internet Marketing sales technique – Needs-based Selling

  1. [...] Offline still rules: The above channels are adopted by manufacturers/brand owners, but it’s important to adopt a needs-based approach and get feedback from the consumers themselves. Poll your little nephew/niece and his friends. Talk to your friends kids. Get a pulse for what’s hot and hip. Not from the advertisers, but from the consumers. [...]

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