How to sell anything as a beginner.
One of most common mistakes that sales people make
is they try to sell everything the same way.
Well, guess what?
You can not sell everything the same way.
There are two types of demands.
The first one is what I call existing demand.
That means there existing demand
for your products or services.
Such as coffee.
When you wake up in the morning, what do you want?
You want that cup of coffee.
Or you want that burger, you want that fries
or you wanna buy a car, you wanna buy a house.
There're a lot of products and services out there
that're what I call existing demand.
There're people already looking
for those products and services.
When you are selling to existing demand
all you have to do is to communicate, articulate
and persuade your prospects
why your products and services are better,
or you offer more value, or you are different.
That's all you need to do because it is an existing demand.
Right, when you want that Starbucks coffee in the morning,
you go to Starbucks, or you just want a coffee,
you're thinking well should I go to Starbucks
or should I go to my local friendly
neighborhood coffee shop?
Hmmm, which one should I go?
Nah, I think I'll go to Starbucks
and they have different choices.
That's all they need to do.
Instead, when you're selling to another type of demand,
the second type of demand,
it's what I call created demand.
Now this is very, very different.
When you're selling to created demand,
a market that you have to create,
it means that when someone gets up in the morning
they're not thinking about
hey, I can't wait to buy some of this.
Let me give an example.
Insurance.
No one wakes up in the morning and says
hey, you know what, it's such a beautiful day,
I can't wait to buy some insurance, man.
Or someone gets up in the morning,
hey, I can't wait to buy, you know,
some fictional marketing course.
That's not what they're thinking.
It is a created demand.
When you try to sell to existing demand
the same way that you sell to created demand
you will 100 percent fail, because like I said,
when you're selling to existing demand,
all you need to do is articulate, communicate
why you're different, why you're better,
why you're better value.
Period.
When you're selling to created demand
first you need to create the desire,
you create the demand first.
Example, let's say you take high ticket closer,
one of the things that I teach,
one of the skill sets that I teach,
no one gets up in the morning and says,
hey, I can't wait to be a high ticket closer,
or I wanna learn how to sell.
No, I need to create the demand in the marketplace first
and how do you do that?
So instead of selling the product and service,
the very first thing that you need to sell is this,
is the concept.
You need to sell them on the concept, the big idea.
Why do I even need this first?
You need to create the demand, create the desire.
Once you have that,
then the second thing you need to sell is,
you need to sell them on you.
Why you or why your company.
Why are you uniquely qualified to do this,
to deliver this product and service.
Once you've done that,
then you can talk about your product,
your service, your program.
You see, it's a much longer sale cycle
because you need to educate your prospects first
why they need this.
You create the desire, create the demand first,
especially when you're selling intangible.
If you're selling, let's say, copyrighting services,
digital marketing services, consulting services.
If you're selling the intangible,
it means that it's not a physical product.
I buy something like this, I buy a hammer, I'm gonna,
as a tool, I get it, I know where I might get it.
I'm gonna get it at home depot.
Boom, that's simple.
But when you're selling intangible, it means it's a concept,
it's something they can't touch, it's invisible,
then you need to do much more education first.
Once the prospect buys your concept, your big idea,
then they buy you,
then they will buy your product.
Now, if you want to know more about how I sell high ticket,
especially when it comes to selling to created demand,
click on link, somewhere here, or here,
somewhere around this page,
let me deep dive
and teach you exactly how to do it the proper way.
Don't make the mistakes like most beginners.
There's a specific way to do this.
There's the right way to do it
and there's a wrong way to do it.
Let me teach you the right way.