Most of the Internet's best marketing minds agree on this philosophy:
"Don't try to create interest and excitement in your prospect for your product. Find an overwhelming desire already in your prospect's mind and fill it."
What does this idea suggest? Simply this . . .
Selling is made so much easier if your prospect is primed and ready to buy something. If he's just "window shopping" or "tire kicking" your chances of making a sale are greatly reduced.
The greatest position to be in as a salesman is to be offering exactly what the customer is looking to buy.
Imagine if all you had to do to make a sale was simply to show a prospect that you had the solution to what he wanted. You wouldn't have to "convince" him or sell him anything!
You don't have to create desire or need - you're charge is to show the buyer why and how you can fill his desire right now with your product.
You might tell him: "I know how you feel, I've felt the same way, and this is what I did to solve my problem."
Rather than having to "hard sell" the customer, the selling becomes a matter of recommending to the customer your product that is exactly what worked for you.
Often it's a challenge to discover what your prospect wants to buy. He may not divulge his desires or intentions immediately.
The best initial approach seems to be a direct one. Ask your prospects exactly what they are looking for. Give them some incentive to share their wants with you.
Listen to the discussions in the niches and forums where you sell. Ask for feedback, opinions, and comments on your products and those of competitors.
Remember - don't create products that you think will sell. Ask customers what they want and then proceed to fill that pent-up desire.
