When it comes to selling, there are three fundamental rules that every salesperson should keep in mind. These rules are based on the understanding that people don’t like being sold, that people buy things for emotional reasons, and that once sold, people need to satisfy their emotional decisions with logic. In this blog post, we’ll explore each of these rules in more detail.
Rule #1: People Don’t Like Being Sold
The first rule of selling is that people don’t like the idea of being sold. In fact, many people are turned off by salespeople and their tactics. This is because they feel like they are being pressured into buying something they may not want or need. As a result, it’s important for salespeople to approach potential customers with a different mindset. Instead of thinking about “selling” something, they should focus on building relationships and providing value.
Rule #2: People Buy Things for Emotional Reasons
The second rule of selling is that people buy things for emotional reasons, not rational ones. This means that even though a product or service may make perfect sense on paper, it’s often the emotional connection that seals the deal. For example, a person may buy a luxury car because it makes them feel successful and important, rather than because of its practical features. As a salesperson, it’s important to tap into these emotional reasons and help the customer see how your product or service can meet their emotional needs.
Rule #3: Once Sold, People Need to Satisfy Their Emotional Decisions with Logic
The third rule of selling is that once sold, people need to satisfy their emotional decisions with logic. This means that even though a person may have bought something for emotional reasons, they still need to justify their purchase with rational thinking. For example, a person may have bought a luxury car for emotional reasons, but they will still want to know that it’s reliable and has good resale value. As a salesperson, it’s important to provide customers with the information they need to satisfy their logical side and feel good about their purchase.
The three fundamental rules of selling are that people don’t like being sold, people buy things for emotional reasons, and once sold, people need to satisfy their emotional decisions with logic. By understanding these rules and using them to guide your sales approach, you can build strong relationships with customers, tap into their emotional needs, and help them feel good about their purchase.
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