| By :
Michel Maling
If you are trying to sell products to human beings, you need to think like a human being. Human beings have emotions, beliefs and feelings, and your job as a marketer is to appeal to those feelings. If you have an excellent product and launch into a sales pitch that looks something like this: 'this product will help your business to increase its turn around time,' you have already lost the sale. The best thing to start your sales pitch with is a basic human need, like 'how would you like to have more time to relax with your family?' Even, 'how would you like to make lots of money,' doesn't work well, because what is money? Money is only a platform to bring us closer to our dreams. Rather talk about the great things that that money can buy you. Everything that we do in life is for the satisfaction of our basic human needs. Although some people do irrational things, it almost always boils down to the need to be loved and accepted by a specific group of people. A difficult teenager who gets mixed up in the wrong crowd is a good example of this. He probably felt more accepted with the wrong crowd than the better crowd. There was a clever gentleman by the name of Abram Maslow who studied a human being's needs and put them into a pyramid with the most important ones at the top. It goes in this order from top to bottom. On the top of the pyramid is a human's basic need to quench his hunger and thirst and to be comfortable. The next level down is the need for safety and security. To be accepted, needed and loved by others is next. The forth level down is to full fill self esteem by gaining approval and recognition from others. On the fifth level we have a great desire to explore and know more. The sixth level is how we look. The seventh level is the desire to realize ones full potential, and the last level is the need to help others to achieve their potential. Keep the above information in mind when making a sales pitch. You should address your customers basic needs first and foremost, and tell them how the product you are selling will benefit them. You will be more successful in your marketing if you address your customers basic needs first and foremost.
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