FBC – 138 – Don’t EVER sell this under any circumstances…

Don't EVER sell this under any circumstances…

Small audio problem in the beginning, sorry guys. This is the last thing you should sell to your clients and yet, it's the first thing that comes to mind. If you apply what we are going to discuss in this podcast then you are gold and can sell anything to anyone.

So when you're buying a car, very often you are buying that car. You don't care about the car. You don't care that it's the horsepower of this or that. There is a reason behind why you want to buy the car. Right. Because, you know, if it was just for you to go from point A to point B, well, you can take the bus.

The bus can take you there or you can walk. So the purpose of the car is not necessarily just to take you from point A to point B. There is usually something else behind the reason why you want a car.

So for the salesman, maybe you came looking for car A and you might end up with car B, right. He doesn't really care which car you want until he knows exactly why you want the car. You know, we talked about finding the why, but this is what he does.

So when the smart car came out, people said, dude, this is unsellable. How are you going to sell this car? But here's the thing. There people are not buying the car itself. What they're buying into is that they usually live in overcrowded areas where there is no parking. And basically before they get anywhere they have to circle the block like fifteen times. And this is driving them insane.

Don't EVER sell this under any circumstances…

So me, I can tell you something. I mean, if you drive in Paris and you're trying to find a car like a parking spot, good luck, my friend. Right. So I'm saying Paris. But I'm pretty sure that I mean, some of you guys who live in a big city and you're like, dude, I mean, finding a parking spot is a nightmare, right? And in Paris, they have electric cars that you can share, actually. So you pay a membership and there are like stations so that the car is attached to the station.

You flash your car and you take the car, and then you drop it at some other station next to your house and someone else will get the car. Pretty awesome. I absolutely love the service, and the main reason I love the service is because the parking spaces for those cars are like designated and a regular car can’t park there. Right.

So someone who wants to buy a smart car, it's not usually that they're like, oh, man, this car is my dream because of the size of this. And then, yeah, that was my dream when I was born. No, it's not a dream. It's just that they need something to circumvent those problems. And usually these are the problems that they're experiencing. Right.

So when you're buying something, you're not buying the actual object. You're solving a problem or you're buying an experience or something. So there’s always something behind. There's either a problem that people want to solve or there is like an experience or a passion or something that they could desire.

When you sell a product, you have to sell the experience and collect the final results. Don't just try to sell the product.

So Yeah, so that’s pretty much it goes. So try to apply this in your marketing or whatever you're doing. Right. So me and my in my field, for example, you know, people want money, but you know, why do they want money? The answer is I said money just a means to an end. Right. So maybe it is that some people travel, maybe some people want to do this and stuff.

And this is what you need to sell them. You need to tell them, you know what, you'll be able to travel. Don't tell them you're going to make X per month. You know, most people don't care. You know if that extra month allows them to do whatever it is that you're trying to do, that they'll be happy about it. So you need to solve the problem in order to make the sale.