This article was inspired by today's situation, when (I've received reply:
read more) I've spotted that people just don't know how the selling process is taking place.
All your work in selling comes to the point, when you're finding a person – which spots the benefits of your product & wants it so much (or needs it), that he would get the required efforts in order to posses it (notice: he didn't ever needs to have the money actually at the moment of proposal). Then, all it comes to selling & getting the deal
done.
Before we start, I would like you to get the knowledge from the articles below (all of them, read them at least 2-3 times, in various time frames).
I would like to notice that on this website, you've got much more of the articles, like e.g.
Why not to be rich? this one, which may be useful for you.
What's important enough, is the primary question:
what's in it for me? which you need to ask, before getting to any of the sales. Looking at it from other perspective:
what would the potential owner have from getting your product.
If you can't answer honestly & directly this question: you would probably not make a sale. Going further: in which my product is better than others, what significant or unique properties it has, or maybe the availability isn't quite wide for consumer to decide? In capitalism, the wonderful thing is that clients actually buy: what they want to posses, not what they
must or are doomed to get, so if you're product doesn't have such values, you need to create a illusory of one. In the process its very important to make sure that you've got (a real) belief that your product has those abilities & properties & its the best choice for the client, because if not (at a time) & going from dishonesty – Universal Laws would make sure
that you would be declined from clientele in a touching way (& you
µ would drop, when you would cheat/ or lie [& then you can be sure that
nothing would help except
changing your morality would help: when not, done this – going step ahead, when you should stop: except the worse: prison & the pain you've added to others [even if it's mediocre], as it all works with the
Karma mechanism [remember that it works in both sides: good & the bad, it's just a feeling you send consciously to the people around you]]]).
OK, enough of this bull* talk. Let's take an example, but before we can go to it, let's get some background.
I've sent some mails to people, wanting to sell:
www.testynarkotykowe.pl (here more about
the reasons why) for the amount of 12,500 PLN. Explaining in shortcut:
1,000 biggest schools (approached with letters), with an offer – 1 school takes: 15,000 PLN/ per school, 10 schools & I would have 150,000 PLN/ per year. Quite a nice beginning for the foundations of the business. However the plan failed, I didn't get the money. I've didn't did the initial plan, so I'm abandoning the business & wanting to sell it (it was
actually over a year on sale) & today's I've made efforts (as I need money, some "greater" [more] value) to get them on my new start-up.
What I've done is that firstly I've raised the prize from 5,000 PLN to 12,500 PLN to make sure it's suitable for such reasons (pro-offer, not some x or y), if you now what I've meant: thing is, that if the product is too cheap – it rises questions, that the customer is getting a bullshit. Actually, if he pays: he gets what's he desires (even if it is only
perceptual). If you don't get what I mean, imagine: you can buy the same diamond ring for 1,000 PLN or for 15,000 PLN – which consists the better value to you: the one, which costs 1,000 PLN or the one that price is: 15,000 PLN. Obviously, the second one – although they've got no difference between themselves, the price is only the result of the sellers
motivation.
Thing in today's life is that people: sell themselves too short. What I actually mean: they could get much better & get much more cash from people, but they've just doesn't have the courage to ask. Playing timid is the worse than playing anyway. It's the biggest mistake. All, along the:
Characteristics of the powerful people. How to be powerful?
However, I didn't wanted to write about it. Enough of preface (introduction). I've wanted actually to
show you what mistakes people do, when wanting to sell anything and to be quite honest: we all make them (including me). A person, wrote to me that he would
offer me 50,000 PLN if I would sell his land area or find an investor (somebody to invest) for
his developer project.
To be honest: it's the only thing, which he did right in everything. I must also notice that he had bought from me a website for 3,000 PLN in the past (yes, I've received the money).
OK, to be quite honest: I don't count on this money. Besides, I would even though: not get them, (I don't imagine anybody that would give 50k for finding a client, on a 2M investment; Yes, Maybe you
want to give them or promise a person that you would give them to him, but when the deal actually would be made: you would not get them – that's what I think;
I must have an agreement on paper, signed by two parties in order to have a legal representation of it, but [read]) I'm doing it purely from the rule: to be helpful & useful.
What I've wanted to show you in this article, was the things which had been done badly.
I've received this file:
OGRODY,KSIECIA,POPIELA_Draft_projektu_09_06_2011.doc & was told that he has got an area in the Warsaw (capitol of Poland), which he had received an agreement for the: hotel, tower & small selling-services center & the information
that I've supplied above: he wants to sell it or to find an investment partner.
... (read it, see the document; it's all real)
&
NOW, imagine that you're the investor or a person with cash or just anybody who may be potentially interested in.
WHAT INFORMATION DO YOU DON'T KNOW?
YES, the primary information:
WHAT YOU SELL, HOW IT LOOKS LIKE. Imagine, that you hardly are possible to sell just anything in terms of text, a person must see this in order to get convinced, because actually: images are creating the emotions which drive the buying decisions.
I've asked him for 3 things (if he actually wants me to actually find a client):
(3 primary information which is necessary in order to sell the thing)
- On the map of Warsaw (that it's shown from the top), mark with red line, what is the actual position of the area he wants to sell & the second picture of the Warsaw map in relation to this area.
It might be actually done from Google.Maps (or Bing) & even Google Earth. Best it would be also to show the potential investor to show where are the crucial points for the (particular, customers of his) selling centers, schools & all other things which may important (imagine e.g. building a residential, luxury tower there). Client wants to know, e.g. how much time he
has got to the nearest metro, school, buses, shopping etc. etc.
An example of what I've expected, might be.
EXAMPLE (how it could be done), was to follow & make (from links) screen shots with covered area of the land.
http://maps.google.com/maps?q=Popiela,+Warszawa,+Polska&hl=en&sll=37.0625,-95.677068&sspn=60.158465,135.263672&vpsrc=0&hq=Popiela,&hnear=Warsaw,+Warszawa,+Masovian+Voivodeship,+Poland&t=m&z=12
http://maps.google.com/maps?q=Popiela,+Warszawa,+Polska&hl=en&ll=52.282232,20.919857&spn=0.046155,0.132093&sll=37.0625,-95.677068&sspn=60.158465,135.263672&vpsrc=6&hq=Popiela,&hnear=Warsaw,+Warszawa,+Masovian+Voivodeship,+Poland&t=m&z=14
- REAL photos of the environment (all the buildings, in direct & indirect relation to the land) & of the land itself (area): covered with red (best from skyscrapers which are around it, somewhere from far height).
- PRICE (imagine that he didn't even told me, how much he wants to get).
He wants to get 2M PLN for it. Having all those information I could make an offer to the investor (or potential buyer). I'm waiting for the photos, however I feel that I won't get them (he gave me some shit-nothing-to-see photos). How you might interest anybody with this offer, if anybody would even want to read it?
Think about it.
Either you've got an area in the city center & buyers would find you or either would he make such photos, all in order to
contact the developers around the whole Poland (through their websites) or sending to them directly letters (to their offices, with sign: "deliver directly to the owner hands") & it might be possible to sell it.
IF NOT: he might only count on luck.
----
All the buyout is made from the 4 motivations (it could be one or two-three combined of them): it's called the APES SYSTEM.
- A for Appearance (this make me look good – could be status or appearance)
- P for Performance (this make me feel good or perform better)
- E for Economical (saves me money, worry or will make me money)
- S for Safety (makes my environment safer or reduces the chance of loss)
Think, what of the motives from the list above could be used in order to make the best sales offer & to persuade the potential client to get actually into this deal. Is it Location, Better Economical Value (which could be used for development?) or any of the not mentioned?
Would putting this ad on all of the (with the primary information) ads site would be a smart thing to do or even putting a large signboard with the telephone number & www address link to the information about it, increase the chances of selling this thing out?
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