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Tuesday, August 05, 2008

Overcoming Resistance From Would-be Buyers

Everybody knows that no enterprise anywhere can survive for long without sales. And yet we also know that nobody likes to be sold to.

Just picture this for a minute. You need to buy something and you have made a decision in your mind to buy it. So one day when you are leaving the office, you meet this hawker pushing that item in your face and shouting out a cheap price, urging you to buy. What will your reaction be? Chances are that you will shake your head and refuse to buy. But why? You need the item and besides you are ready to buy, but still you resist.

This happens all the time and it is something that anybody in business must know and understand. The minute you look like you are selling something the natural reaction you will get from most people is resistance.

What this means is that the biggest secret to successful selling is NOT to look like you are selling. Actually the minute you can penetrate this “barrier” that we all surround ourselves with, the minute somebody tries to sell us something, it will become very easy for you to sell anything and your business will make sale and after sale and become very successful. It is really as simple as that.

Overcoming the natural resistance that people have to being sold to is even more important online. This is the reason why the most effective way of selling anything online is NOT by advertising it. The way to do it is by providing useful information.

For instance you may want to purchase a new cell phone but you need one with a good in-built camera. And so you go to Google and do a search for a cell phone with camera and you type the word “Kenya” at the end of the keywords you use. Let us say you end up at this site where they give you the information you are looking for. You read it and at the bottom of the page there is the price that the cell phone is being sold at and information on how to order. Chances are that you will buy that phone. Notice that there is no resistance here because nobody tried to sell you anything, they simply provided you with the information.

And it gets even more interesting. It is possible to provide people with interesting information about a product they have never heard of and chances are that you will be able to easily sell it to them. Find a way of doing this effectively online and you will make some serious money.


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