Without sales, your business won't grow.
And (more importantly) without the skills to influence people to buy, you'll have no sales.
So if you're ready to skill up and have the power to influence others to take action, keep scrolling.
Below you'll discover precisely what you need to do to get people excited and wanting to buy into your idea, product, or service.
How To Be An Influential Leader
A scarce resource of today is, without a doubt, positive influential leaders.
People tend to think that influential leadership is meant only for government officials, corporate executives, or the social media influencer.
But, real influential leadership starts at home.
To become an influential leader, you must first understand that the power resides within.
Decide that it's there and that you'll do whatever it takes to unleash it's power so that you can positively get people excited to want to take action. Watch this video for more. https://youtu.be/CjMdHW04sNg
Why People Buy
As much as we'd like to pride ourselves on being rational, logical decision-makers, the truth of it is, is that we are emotional creatures.
People buy primarily based on how they feel. It's our human nature to makes decisions that drive us towards pleasure or away from pain.
We'd love to say that we make purchases solely on logic. However, we buy something more often than not because we want it, not because we need it -wanting what we think it can do for us.
If you're going to influence others to buy, you must first understand how your product or service will provide a solution in their life—leading them either towards pleasure or away from pain.
How Long Does It Take To Influence Someone To Buy?
How long it takes someone to buy depends on your ability to navigate them through these five checkpoints.
Checkpoint #1 - Identify The Core Problem
Help your prospective client articulate their core problem. Any great influential leader trying to help someone else take action understands that person individual's core problem.
And before you start trying to convince them to buy, you must identify if their core problem aligns with the product or service you would present to them. If not, then stop right here.
If your prospect's core problem does not align with your solution, they are not your client. Because as Legacy Leaders https://www.BecomeALegacyLeader.com , we're all about selling authentically.
We're not in the business of selling to the market. We are in the business of helping others solve problems.
If their core problem aligns with a solution you offer, you need to dig deeper to uncover what potential objections they might present.
Checkpoint #2 - Press On The Pain
Once you've qualified your prospect and discovered a few fundamental objections, now it's time to stir up the pain.
Wounds heal best in the open air. It's your job to act as the doctor and to remove the bandage.
Whether the pain is physical, mental, or emotional, you must rip off the bandage and expose the hurt.
People often walk around either ignoring or are utterly blind to their pain. But because they have this core problem that you, your product, your service, and your idea can solve, it's your job to press on the pain.
As a leader who influences people to buy, it is not your job to solve any problems during the discovery phase.
Checkpoint #3 - Push The Edge
Once you've identified their core problem, you've pressed on the pain; now it's your job to take the pain to the edge. Show them what the future will look like if they don't address this issue if they don't take action.
What you're trying to do here is you're trying to associate the amplified pleasure or the alleviation of the pain of their core problem with your product, your service, or your idea.
Paint that picture of inaction and what life will look like if they stay stuck, where they are ignoring the issue and doing nothing.
The is NOT the time to 'dress the wound' (solve the problem). This is the time job to remind them why they are hurting.
It sounds cruel, but it's a necessary part of healing. And vital to closing the sale.
Checkpoint #4 - Paint The Picture of Possibility
Identity, and reiterate the emotional reasons as to why they should take action now. Pivot and begin to paint the picture of possibility.
Use words like imagine, imagine in a year from now how much your life, your business, your bank account could transform.
Checkpoint #5 - Test The Close
When it comes time to ask for the sale, be sure to infuse a little scarcity.
For example, "Enrollment doors will be closing soon. or There's a discount, but it's only available for this specific time act now and gets a bonus."
When you can infuse an element of scarcity, it will increase the likelihood of wanting them to take the next step, pull out their credit cards, do business with you, or follow you. And to help you build out that bigger vision.
Use These 4 Tools of Influence
Now for the four must-have tools of influence:
#1 - Build Rapport - Rapport is when you can quickly and deeply connect with another individual, and you get them to say to themselves, "I like you."
There are many different tactics and strategies to get the job done when it comes to building rapport. Including, but not limited to, match on action, gift-giving, compliments, or even an insult (although I don't generally advise this).
Rapport is a power tool. And if you don't know how to master it, then stay close because it's a conversation we're going to be having in an upcoming episode. SUBSCRIBE TO THE ONLINE BUSINESS CLINIC NOW
#2 Open-Ended Questions: People love to talk about themselves. When you can ask open-ended questions that lead to your offer, this builds rapport and helps to influence them to conclude that doing business together is a good idea.
#3 - Be Congruent - Your thoughts, words, and body language need to be congruently pointing the prospect towards yes.
When you believe that the sale is a good fit, they'll believe in it too and will be more likely to buy.
#4 - State Management - To successfully influence people to buy, you must manage your state. Even if you're not feeling like presenting your offer at the moment, if a prospect's in front of you, you need to get yourself in a particular state to be a service, to be able to properly pitch that idea, product, or service to that prospect.
If you can manage your mental state and then transcends through your physical condition and then comes through in the way you present these, this will be one of those four must-have influential tools to convert prospects to buyers successfully.
We cover this in-depth inside of The Legacy Leaders Academy. To learn more click here.
Questions To Answer To Convert Prospects Into Buyers
Your prospective buyers are asking themselves questions internally. If you can provide the answers to these core questions throughout your sales presentation, you're 10x more likely to close the sale.
What is this product?
What's in it for me?
Can you prove that it'll help me?
Will it give me what I want or what I need?
If I do this, will it be worth it?
Do I need this?
What will other people think of me or say about me?
And yes, that matters. People care. Even in their internal dialogue, they care about what their spouse thinks, their business partner feels, or what their children will think of them. So be sure that concern in your presentation.
Your Success Exercise:
Now grab a pen and paper.
Think of three things that you have recently bought and then identify, is it something that I bought because I wanted it, or because I needed it.
Then think of three things that you thought you wanted to buy but didn't.
Why didn't you?
What was it about the sales process about what the salesperson said or didn't say that stopped me from actually pulling out my debit cards or credit cards or cash and investing in that product service or idea.
It will take a little time to do this, but trust me, it's worth it.
Suppose you can sell yourself on that particular item by the end of the exercise. Doing so will make you much better of a salesperson.
You'll be a positive influential leader who can excite people and get them to take action, to follow your movement, to invest their time and energy into building out your idea or buying your product or service.
Now I'd love to hear from you. Please take a moment to drop a comment below and let us know one thing you took away from this article.
And remember, much of becoming an influential leader in selling is a mind game, so keep striving to master your mind and live your legacy.
00:00 How To Influence People To Buy
1:29 Why People Buy
3:48 What You Need To Do To Get People To Buy
5:47 How To Get People To Take Action
6:50 How To Present Your Offer
8:56 Sales Strategies That Work
9:59 Question To Ask Your Prospective Client
11:52 How To Be An Influential Sales Rep
13:26 Answers That You Need To Give Your Prospect In Order To Close The Sale
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