TheBusinessCommandos.com

Take away selling is when people can identify how buying from you can benefit them, but it’s not easy for them to reach you. It’s like they can see it, but they can’t have it, which makes them want it more.

One of my clients who uses this strategy well is a farrier and in the farrier business it is unheard of to have to make an appointment every 6 weeks with the farrier. Well that’s exactly what my clients have done, they’ve essentially said if you want to do business with us this is how it has to be, which has helped position them at the top of their field.

Think about it, which farrier would you think is best, the one that you can call up today and get an appointment or the one that you have to book in regularly 6 weeks in advance.

Nobody wants to see the wise man at the bottom of the mountain, so position yourself at the top of the mountain.

What you’re essentially projecting is that they need to qualify in order for you to work with them.

Before the sale your prospect can see it, but can’t quite get their hands on it.

After the sale is when they get to see all and get full access to you.

Take way selling is extremely powerful from a psychological perspective. Everybody wants what they can’t have and also like to be a part of an exclusive club.

Yours in success,

Aaron Parsons.

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Remember that people will buy for their reasons, not yours.

People very seldom want what is best for them or most practical for them or most affordable for them.

It is your job as an entrepreneur to uncover what people really do want and include that in your offer.

An example of what we are talking about here is if my daughter is sick and needs some medicine to get well again. I have medicine in my left hand (need) and a chocolate bar in my right hand (want), which do you think she is going to go for? – The chocolate bar every time!!

If you find yourself selling a need in the market place, find out what your target market wants and package it up with your product. And of course place more emphasis on the product they want during the sales process.

I have a friend who filled a seminar room by offering 2 free tickets to Hawaii to everyone who purchased a ticket to attend the seminar. What did the seminar have to do with going to Hawaii, absolutely nothing! However most of the people who attended that event did so because of the Hawaii tickets, not because of what was offered at the seminar.

Sell people what they want!!