Well, you probably can’t sell nuts to someone who has a nut allergy. But I’ll tell you THE BEST WAY to sell things.

See this example...

You live in Norway, where it’s always raining, and you see coffee shops while driving. There are three coffee shops with board signs outside.

-The first says, “Fresh Coffee, Expertly Roasted.”
-The second says, “100% Arabica Coffee.”
-And the third says, “Feeling cold? Get a nice warm coffee.”

Most people passing by will read the signs on the board and choose the third shop.

Why won’t they go to the first and second coffee shops?

It's the same reason most people won’t buy what you’re trying to sell. 

Most people talk about themselves when selling something. They either use the feature or the benefit of the product and completely ignore what people actually need.

The third board sign works because it addresses what people actually need. Since it’s raining, people must feel cold and they need something warm, which they’re getting exactly.

If you sell the need instead of trying to sell the product, you can sell anything.

There’s also a classic, famous example of this: “Sell me this pen.” In the movie, The Wolf of Wall Street, Jordan Belfort pulls out a pen and asks inexperienced salespersons to sell the pen to him. 

Each one takes the pen from him and fumbles through an attempted sales pitch:

- “This is the best pen ever made…”
- “This may be the last pen you ever have to buy…”

After each one, Jordan shakes his head and takes the pen back. Finally, one person on his team grabs the pen from him and hands him a piece of paper.

“Write your name on this piece of paper,” he tells Jordan. When Jordan looks around for something to write with, the person replies: “Oh, you don’t have a pen anymore. Supply and demand, bro.”

He created the need so that Jordan would have no choice but to buy the pen from him.

SELL THE NEED.

Sometimes people buy things they want, but most of the time, they buy things they need.

Whenever you create a piece of sales, you’ll catch yourself not selling the need. Whatever you create might feel good, and the words might be fancy and sophisticated, but always remember there has to be a need for it. Without that, no matter how you try to sell it, you’ll not succeed most of the time.

Get good at selling…

Whenever you’re out, always look at how other businesses are trying to sell to you.

Ask yourself:

- What are they selling me?
- How are they trying to sell me?
- Are they selling me features?
- Are they selling me for a price?

If I owned this store, how would I improve it?

…After you find the need to sell, writing good headlines is also a skill without which you'll get ignored.

If you want to get good at writing headlines that will attract more customers,

read this: “DON’T READ this & continue wasting a SH*T ton of money on Ads”

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Send us a short message and see if it makes sense to work together!