You are a buyer.
Before you try to sell to anyone else, pause and ask yourself: would I buy from me?
If you hesitate, it's time to rethink your approach. The truth is, you are your first customer. Think about it. If you can't sell to yourself, how can you expect others to trust and buy from you?
In order to sell better, you need to understand why people buy in the first place and the best way to do that? Study your own buying habits.
The secret to better sales starts with understanding the buyer within you.
Break Down Your Own Buying Behaviour
Think back to the last time you made a purchase. Whether it was a subscription, a gadget, even a cup of coffee from your favourite spot, try to recall the entire moment. Reflect on what happened before, during and after you made that decision. Take a minute to ask yourself:
Why did I buy this? Was it a logical decision or did emotions play a role?
What made me hesitate? Was it the price? Uncertainty about quality? Or a general fear of making the wrong decision?
What pushed me over the edge to buy? A discount? Great product story or reviews? Maybe it was the way the product was presented or how the experience made you feel.
The answers will likely reveal patterns in your own decision making. Once you get why you buy, predicting what customers need to hear to make a confident purchase will become second nature to you.
Find Your Emotional Triggers
Buying is rarely about logic. Whether we realize it or not, emotions fuel most of our decisions. While we like to think we make rational choices, it's typically the emotions that steer us toward a product or service. Consider the last time you made an impulse buy or hesitated on a purchase. What emotions interfered?
FOMO: Have you ever bought something just because it was a limited time offer? Fear of missing out on a great deal or exclusive offer can be a powerful trigger, pushing us to act quickly.
Trust and proof: Have reviews or a friend's recommendation ever convinced you to buy something? Seeing that others have had a positive experience provides a sense of security.
Brand loyalty: Do you choose certain brands simply because they "feel right"?
The experience: Ever paid more just because the buying process felt premium or effortless? People are willing to spend more when the experience itself makes them feel valued.
Now flip it: How are you triggering these emotions in your customers? If you're not using these psychological drivers, that's where you are falling short.
Apply This Into Your Strategy
Now that you have cracked the code on your own buying habits, it's time to reverse engineer them into your sales process.
If you need social proof before buying, so do your customers. When you hesitate, it's usually because you want validation. So, provide testimonials and success stories.
If urgency tends to push you to act, create it for your customers. When done right, limited time offers, low stock alerts and exclusive deals will turn hesitation into action.
If a story moves you, start selling with storytelling. Customers buy into narratives that align with their identity and values.
If bad service completely turns you away, over deliver on customer experience. A smooth buying process can be the deciding factor between "maybe later" and a "yes!"
Would You Buy from Yourself?
Pitch your product to yourself as if you were a skeptical customer.
- Do you find it convincing? Is the value clear or are there gaps that might leave you questioning its worth?
- Would you, as a potential buyer, feel enthusiastic about making a purchase?
- Are you feeling any hesitation due to certain factors? Are there any red flags that would make you hesitate?
If your pitch wouldn't work on you, it definitely won't work on your customers. Keep refining it until it feels persuasive even to yourself.
So, let's go back to the first question: would I buy from me? If the answer isn't an immediate "yes", it's time to do some rethinking. And Manja.ai helps you do exactly that. Analyzing your sales techniques, optimizing your strategy for better results and providing you with insights to connect better with customers.
So, why wait? Try Manja.ai today!