National Sales Center

Creating Demand Creates Sales Success

Since we do it every day, we can get too caught up in the process of selling something to someone. When that happens, we become blind to the obvious.

Here is something quite obvious… we sell to people. We don’t sell to machines. We sell to humans and unlike machines, humans have emotions. Let’s look at how we can leverage those emotions to create demand for our products or services.

Buying is often an emotional decision. Yes, we think we are being rational but when all is said and done, emotions come into play. So, how can a salesperson tap those emotions to create demand for a service or product?

We all know about supply and demand but what is that theory telling us about emotions and buying behavior? We want what we can’t have or what is difficult to obtain. Think about it because that’s the key to creating demand for a product or service.

We want to get close to the one that would not dance with us. We want to buy the house that isn’t for sale. We want the seat that’s already taken. If a vendor is all out of something… that’s what we want! I know it’s silly and I don’t know why we operate that way… but we do! In fact, this could be the topic of my next sales training program.

What creates demand for a product or service?

Limited time offer

Only one per customer

Sale ends tomorrow

When they’re gone, they’re gone forever

Limited available

First come, first served

Only three left

I know it sounds “hokey” but we want what we can’t have and knowing this allows reps to create demand for their products or services. “I’m going to do something special for you” is a powerful statement. I know it’s the mantra of a used car salesperson but they use it because it works.

I hope you’ll remember these tips about creating demand for your product or service.

I wish you great sales success.

Nick

Tags: Sales Training