{"id":54,"date":"2006-08-04T12:01:01","date_gmt":"2006-08-04T04:01:01","guid":{"rendered":"http:\/\/www.whoisandrewwee.com\/2006\/08\/04\/the-most-powerful-internet-marketing-sales-technique-needs-based-selling\/"},"modified":"2006-08-04T12:01:35","modified_gmt":"2006-08-04T04:01:35","slug":"the-most-powerful-internet-marketing-sales-technique-needs-based-selling","status":"publish","type":"post","link":"http:\/\/whoisandrewwee.com\/uncategorized\/the-most-powerful-internet-marketing-sales-technique-needs-based-selling\/","title":{"rendered":"The Most Powerful Internet Marketing sales technique – Needs-based Selling"},"content":{"rendered":"

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<\/a>“.<\/p>\n

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

But, there is one<\/strong> way to substantially increase your sales closure rate.
\nAgain, 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<\/a>.<\/p>\n

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

I’ve been involved with Stuart’s Internet Marketing training<\/a> 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!<\/p>\n

But here’s a real-world application of the sales insider secret.<\/p>\n

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

But if you do, boy oh boy, a major payday<\/strong>!<\/p>\n

In fact, the fees for this deal was in the high five figure amount.
\nImagine this, a SINGLE<\/strong> deal amounts to more<\/strong> than what 80% of Singaporeans make in a year<\/strong>!
\nJust ONE<\/strong> deal.<\/p>\n

Now here’s the secret.
\n“Needs-based selling<\/strong>“.<\/p>\n

That was simple wasn’t it?
\nGo forth and embrace success.<\/p>\n

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

If you need to, re-read the section on “Abraham Maslow Hierarchy of Needs” at the BizExcellerator Best Kept Business Secret<\/a> course.<\/p>\n

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

The sales approach needs to go from product-centric (features or benefits-focus) to customer-focused.<\/p>\n

Maslow’s Hierarchy of Needs<\/em> will help you pinpoint with laser-like accuracy the basis of greatest need and meet it with your product.
\nEven 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.<\/p>\n

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

This paradigm shift will net you greater results.<\/p>\n

To put the hands-on spin to Maslow’s framework, consider the following:
\n1) All<\/strong> human beings have needs
\n2) Meeting higher level needs may enable you to price your products and services at a premium
\n3) Emotional components are more important than intellectual appeals.<\/p>\n

Emotion vs Intellect<\/strong>
\nDo you typically make decisions based on emotion <\/em>(how you feel about a product) or intellect <\/em>(your rational opinion about it).<\/p>\n

Although you may sometimes use intellect as a basis, most<\/strong> of the time it will be based on an emotional decision<\/strong>.
\nFor 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<\/em>.<\/p>\n

But we don’t!<\/p>\n

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.<\/p>\n

Is this logical? Shouldn’t we eat the ‘best food’ every day?<\/p>\n

Our bodies will be in peak condition, won’t it?<\/p>\n

Instead, emotion overrules logic<\/strong>!
\nNeeds-based selling if executed correctly, will:<\/p>\n