The objective of marketing is to develop relationships.  The relationships you develop give you the opportunity to hold open honest conversations.  Through those conversations you get to the truth.

The truth about what the other person is looking for, what they want, how they see themselves getting that, etc.

One of the most important concepts to understand when it comes to selling is what selling is really about.  Selling is about making connections.  Your goal is to help the other person make a connection between what they are already willing to pay to get and your ability to help them get that better than their other options.

Now here’s the secret sauce for making sales connections happen… the COMMON ENEMY.  The common enemy triggers powerful emotion along with the desire to act.  You can’t close a sale without emotion and a strong desire to act NOW.

So how do you find this common enemy?  Through the open and honest conversations you hold.

Plus you can look to the world around you and pinpoint common enemies.  Right now a common enemy impacting the decision process for nearly every potential buyer is FEAR.  Your potential buyers fear…

• Getting something they don’t want
• Not getting something they do want
• Feeling powerless
• Financial uncertainty
• FAILURE

To mention just a few of the common fears holding your potential buyers back and preventing them from acting now.

SO… once you understand and tap into this common enemy and how it impacts your potential buyers…

and THEN make a connection to your stuff…

AND THEN demonstrate how you are on their side and want to work with them to TRAMPLE this common enemy…

Your sales will increase.  There’s no way around it.  You are immediately empowered to help your potential buyers get exactly what they want the way they want it.

Chaaaachinggggg!

photo credit: jet200nyc