“The Real Reason People Buy

Almost Anything, And How You Can Profit From It”

The two greatest motivators to buy are;

The buyer thinks everyone else wants it, or has it.

The buyer thinks its rare, or hard to get.

I’m going to talk about the first one; The buyer thinks everyone else either wants the product or already has the product...and they don’t want to be left out!

It’s called Social Proof. This can be used two ways; Anything that is believed my the vast majority of a group (no matter how absurd) will be accepted as a fact.

And anything that is accepted as a “must have” product will leave the “not havers” in a state of discomfort.

How would you like the customer to be uncomfortable until they own your product?

I don’t mean that you want the prospect to be suffering literally….I mean that they will not feel like “One of the group”” until they own your thing.

And how do you create that feeling of ““I must have this to be accepted as one of the group”?

By doing and saying things that indicate that everyone either wants what you sell or already owns what you sell.

I don’t mean lie. If nobody has ever bought your product, don’t say they have. If a referral didn’t buy, don’t say they have. But you can give a strong impression that they are lucky that you have one to sell.

Here are some examples;

They say “I’m just looking right now, but I’d like to see that new heater you sell”

You- “Yeah, you & everyone else. Let me show it to you, and then check to see how many we have left”” (The left indicates that you had a lot of them & lots of other people got there first)

Them- “What brands do you sell?”

You-” Well, the most popular are the Riccars. We can’t keep them in stock. Once the word got out about the new models, we’ve been very busy. Let me ask a couple of questions to see if it’’s right for you”

The word popular is very powerful. Do you know anyone who doesn’t want to be popular? Neither do I.

Them- “I don’t know which one to get””

You- “Well, that’s your choice, but between these two...we see most customers getting this one”

Them- “What if you go out of business? Where will I take this for service?”

You- “The company website will direct you to the nearest dealer. But it’s very hard to become a dealer for this product. (if it really is)

There is a big demand to become a dealer for the ___. People come in wanting one for themselves, and they have almost no service problems. So if we would leave, another dealer would jump right in from the waiting list. OK?””

I actually use that….word for word.

“wanting one for themselves” is a strong way to imply demand & popularity.

And a “waiting list” for dealers? Wow! This must be Great!

Them- “I’’ve never heard of this brand”

You- “That’s because they don’t spend their money on expensive national advertising. There is such a demand, that they don’t need to advertise...referrals and just seeing what it can do for you creates more demand than we can handle sometimes. Let me show you a couple of the most popular features….”

I love that last one. It completely changes their thinking from suspicion to “How have I been out of the loop on this one?”

And listen up, Dear Gold Member; Those techniques I just showed you work….if you don’t change them. Don’t call me & say ““Claude, this doesn’t work. I only changed a couple of things..and it doesn’t work”.

Every word I say when selling is planned. It may come out automatically now, but each word is selected for its effect. Then I memorized it. Now you can too.