Unlocking the Secrets to Successful Selling: The Four Key Drivers of Purchases

Last January 9, 2024, a Jumpstart event was held at Raddison Blu Cebu City for Real Estate Practitioners of Filipino Homes. Harvard Business School graduates and top sellers shared their learning and insights about how to be successful in building or nurturing a group of sellers and what they did to excel in real estate selling.

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Have you ever wondered why some thrive selling high-ticket items while others struggle with low-ticket counterparts? It’s not about what you sell, but how you sell it. Successful high-ticket sellers master the art of appealing to the four primary reasons driving consumer decisions.

  1. Problem Solving:

Every purchase solves a problem, whether complex, like boosting business revenue or providing entertainment.

Define the specific problems your product addresses. For instance, social media management doesn’t just enhance brand presence; it also gives back valuable time to busy business owners.

2. Feeling Seen, Heard, and Understood:

  • Clients need to feel acknowledged. Listen and tailor solutions to their specific needs.
  • Acknowledge their past struggles and assure them your solution is distinct. For instance, “You’ve tried X, Y, and Z—none worked. You need [unique solution].”

3. Logical Justification:

  • People rationalize purchases logically. Highlight the practical benefits, such as saving time or money.
  • Leverage limited-time offers for a sense of urgency. Example: “Lose 20 lbs in six months guaranteed—40% Off! Limited time only.”

4. Appealing to Emotions:

  • While decisions are justified logically, purchases are driven by emotions.
  • Connect emotionally; for instance, a wellness coach isn’t just for health but to run around with kids without exhaustion. A condo unit near the university ensures that your child will have a comfortable place to live while studying when you are not around.

In Conclusion:

Mastering these four elements is vital for transforming low-ticket offers into premium services. Whether you’re charging high or low, appeal to emotions, justify with logic, solve specific problems, and make your audience feel understood. This approach ensures consistent client sign-ups, regardless of your pricing strategy.

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