Brain Tracy explores the psychology of selling and creating needs. Here are 11 needs that that you should consider to become a better seller.
Everyone needs more cash. For some it may mean opportunity, for other people, it may mean a superior home - yet everyone needs more.
Having a sense of safety in life is something that everyone needs. People are willing to pay for and invest in a sense of security in their relationships, daily routine and career. How will your product secure your customers?
Ask yourself how your product will add to the status and prestige a customer holds in a community? Will they be willing to tell their friends and family about using it, as a matter of pride?
Everyone needs to be loved by others - even individuals who will disclose to you that they couldn't care less about other's opinion. If your product can help your clients get appreciation from their friends and family, you will not discover any difficulty.
A lot of people are insecure about their health. This is one of the needs that your products can fulfil. How will your product make customers feel more healthy, emotionally, physically and mentally?
Praise and Recognition
People love to be praised and recognized for everything they do. How can your product gain praise and recognition from the people that matter to them?
Power, Influence, and Popularity
This is useful when you are selling to a B2B client, where power, influence and popularity are a major factor to your customers’ career.
How does your product add to the feelings of love and companionship? Everybody likes to feel all the emotions when it comes to companionship. Will your product play a part in that?
Leading the Field
Is your product or brand playing the role of a market leader or trend-setter? There are people out there right now who would buy your product or service if you could demonstrate to them that it would help them solidify their reputation and you set the trends in the market.
This need is tied in with assisting your clients with getting different necessities that they want. The quicker, the better, and the higher the value they will pay. If you can show you customer the shortest path possible to becoming the person they want to be, there is a higher chance of them buying it. Personal growth is trending and products that focus on it, as well.
Personal transformation is showing your customers how to become something bigger than they’ve ever thought. Taking your customers on a transformation journey is an experience of a lifetime for them, so make it worthwhile! Oh, and also, that’s an easy sale.
Keeping these necessities in your mission will help improve as a sales rep or business visionary. The more you apply these necessities to your business cycle, the better your outcomes will be. It begins today by picking one need that you haven't been focusing on, and change your strategies accordingly.