Why Selling the Need is the Best Sales Tactic that Nobody Talks About

Most people in their lifetime have come across some sort of salesman in the past. Whether you were buying a car, insurance, a home, or even a new shirt. 

For the purpose of this article, I want you to picture yourself in a computer store.

Maybe you haven’t purchased a computer from a tech store before (consider yourself lucky), or maybe you haven’t even purchased a computer before, it doesn’t matter in this case.

Just picture yourself in the computer store. 

You are walking around, looking at all the different options they have on display, and a salesman walks up to you.

He introduces himself to you and you start chatting.

The salesman asks you all the typical salesman questions like “what do you do for work?” and “What do you plan to use it for?”

You answer the questions and he picks out a potential solution for you. 

You both go to take a look at the computer and all of a sudden…

The salesman starts babbling about all of these features and facts about that computer that you don’t really care about.

He says something like “oh this computer has 16GB of ram” and “This computer has 500GB of storage” and blah blah blah. 

This is called “Selling your product”

Most salesmen have been trained to sell the product, but the reality is…

Nobody gives a f*** about your product!

The only thing that you are doing by trying to directly sell your product is turning off the customer.

You Need to Sell the NEED

Think about this…

How easy would it be to sell your product if people needed it? And I mean truly needed it like they need air to breathe. 

It would sell like crazy!

Now, I am not saying that people are going to need your product like they need air to breathe, but you need to try and convince people that they truly need your product. 

Take the typical cliche sales adage, “sell me this pen”. 

Most people go about selling their pen by talking about it, like the computer salesman.

“This pen is blue”

“It has a micro ballpoint and is very smooth”

“The ink is sourced sustainably from the himalayas”

Blah blah blah. 

NOBODY CARES

But imagine if someone tried to sell you a pen, but instead said something like this.

“You need this pen, how are you going to write things down without a pen?”

“Oh well, I already have a pen”

“Yeah, but now you can write twice as many things down!”

“All those fantastic ideas, those deals you need to sign, you can become a billionaire with this pen!”

You would probably be much more convinced to buy the pen. 

This is obviously an extreme example, and I am not saying that you should try to convince everyone that they need your product if they truly don’t need it, but...

“sell me this pen” example does a great job at illustrating how you go about selling the need, and not selling the product. 

So next time you are jumping on a sales call, talking to a prospect, or writing an advertisement, you have to ask yourself…

“Am I selling the product, or selling the need?” 

Once you start selling the need for your product, I promise, your sales will SKYROCKET. 

PS. If you want to find out how you can use this best sales tactic and sell the need for your product, contact me today and I will put together a free marketing analysis for you!

PPS. If you are interested in marketing, or sales, or just want to keep reading, check out some of my other articles! One of them shows you how to run ads using simplicity… and a razor.