I just read this from Dr Philip E. Humbert;  “People love to buy things, but almost no one wants to be sold.” I thought it was especially important in the current economy.

Here’s a copy for you:

Thousands of people are eager to buy what you sell. They want the benefits, the convenience, the comfort or prestige that you can provide. Human beings are an “acquisitive” bunch. We want stuff!

Of course, consumerism can be abused, but buying and selling is the process that creates the life (and the lifestyle) we all want. The “desire to acquire” goes deep, and it’s a good thing.

So, if you aren’t making as many sales as you would like, let me suggest that the problem is not with your customers, but with you. The problem is likely one of the following:

1. Not enough potential customers know about you or that your product could enrich their lives. This is a marketing problem, and as a business leader it is your job to solve it. Let people know! Get out there and get in the game!

2. Or, the other possibility, is that you’re trying too hard to “sell.”

Personally, I have a deep-seated aversion to being “sold” anything. I see websites that seem manipulative or dishonest. I see sales techniques that fail to build trust or credibility, and definitely do not attract me. That’s one reason I’ve turned down the repeated suggestions to use high-pressure conference calls to sell my World Class Life Conference. Calls can be good, but I’ve never liked the sense that they are used to “drive” sales. People don’t like being sold.

But people are eager to buy benefits! They buy solutions to their problems. They buy things that make their lives better, easier, simpler, healthier or more comfortable. They buy stuff that makes them happy. And they buy from people they know and like and trust.

If enough people “know and like and trust” you, they will listen when you offer a product or service that will make their lives better. If they “know and like and trust” you, they will flock to your door and you’ll make all the sales you need.

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What I would like to point out specifically is what he said about “The ‘desire to acquire’ goes deep”

Those of us applying the simple actions concept to business might recall an earlier message about desire. “People will spend money they don’t even have if they desire the item enough and the state of the current economy proves it!”

We, and a society have over-spent, over financed, and maxed-out our future due to a desire to have more than our means. So, If you are marketing a product or service like I am… doesn’t it make sense to educate your prospects and create desire? I think so.

I’ve always heard; “The bigger the problem, the bigger the solution… The bigger the solution, the bigger the profit” The key is that the profit only comes by helping the people that are looking for the solution in the first place!

A lot of what Dr. Humbert is saying about over selling is due to the fact that you might be presenting to someone that isn’t looking for what you have to offer. This is why I look for people who what what I have… They are looking for it because they have experienced something in life that obviously created a huge desire.

The trick, if tricks exist… is to ask questions, listen to what people need… and offer anything you have that will help them. Even if it means you need to send them to a competitor to help them. They will remember that for sure!

To your success,

Ron Maurer