Selling a dream

Think of a product you would like to buy.  Go ahead I'll wait....  Got it?  Ok, now answer the following questions: -Why do you want it? -Who will you tell about your new purchase? -What can you gain from purchasing this new product? -Where will you put it? -How will it improve your life? These 5 simple questions have stimulated your imagination, kind of like when you were a little kid watching Saturday morning cartoons and a commercial for a new toy came on TV.  You could go off into another world imagining all the great things this new item in your life would bring you.  Well this is how we buy, with our imagination. So if we buy like this, why are so many salespeople stuck on selling features?  What I mean by features is; "This new dishwasher has a button that will activate a quick start" .  These things sounds great, but why would you want it?  Some great salespeople then elaborate on benefits.  "By buying this model, the quick start button will allow you press a button and be on your way". Well my concept behind "Motivational Selling" goes a little further than that.  It's to tap into a dream, motivate the possibilities of a better way of life. My method goes a step further to explain that "by getting on your way" you would free up extra time to spend with your family.  I would create the vision that you could start having game night with your family and even just being able to pick up and leave to take the family for ice cream, I could even created the laughter in the car with MOTIVATIONAL SELLING.  And all this from selling you a dishwasher with a "quick start" button to get you on your way faster.  It's about selling the dream, the possibilities. With my method, I'll teach you how to create vision for your customers.  This can be done with any product or any service.  Tangible or intangible, there is always a way to create a better lifestyle with what you are selling.  Here are some quick examples of how I can sell from an industry I'm in right now-nutritional supplements: If I'm going to sell you   A weight loss product- I'll sell you the confidence to walk into a room and  show off a new dress   A sleep aid- I'll sell you the extra energy and mental focus you'll now have to go after the promotion at work   So as you can see this is a fantastic way to sell to your clients.  Now you may be reading this and say your not even in sales (although everybody is).  Think of your next purchase, how can this improve my lifestyle?  If it can't help you in anyway or there is no way to properly envision anything exciting, you can now move on and not waste your money.  And isn't that want most of want...more money!    Shane C