The Critical Place Where Sales Happen
Getting potential clients to become paying clients can’t happen without this missing link.
Clients only buy when there’s a need for them to change from where they currently are to what life would be like with your product or service.
But how do you use this to your advantage without manipulation or chasing after potential clients and prospects to get them to buy?
In this short episode, listen in to find out the critical place where sales actually happen.
What You Must Do
You must sell in the gap. If they are not missing anything, they don't need your product or services. Have you created enough of a gap?
The Goldilocks Framework
Is it too big, too little, or just right? If it's too small, prospects don't see the reason why they need it. If it's too big, it makes people feel like it's not possible.
What’s Going to Create Goldilocks Opportunities
Based on the magical combination of both you and the buyer will create the just right opportunity. You have to let them know that your offer will give them the full transformation.
The Snowflake Analogy and Human Behavior
You are at unique snowflake but at the end of the day people have the same basic human nature. We are alot more alike than we think and this makes it easier for us to sell the ideal product to potential customers.
Why Consistency and Building Relationship with your Client is Important
It gives customers the confidence that you have created the roadmap for them. When you identify the gap, all you are doing is you are painting a picture of what that gap looks like. Sales is about building a relationship.
How to Create Brand Reputation and Goodwill
When you build relationships with your customers, you create a lot of brand repuation and goodwill. This allows you to work those people and make them realize that they have found someone who can solve that problem for them.
The Bigger Issue
You allow people to understand where they are in that gap. When the time comes, they will look to you as the lifeline.
