Selling Downhill

What does it mean to “sell downhill?”

Think about this question for a moment: How does it feel to buy something?

Think about the last time you walked into a store and walked out with a new possession. Didn’t it feel good? Weren’t you like, yea, I totally can’t wait to use this!

It’s easy to understand your own psychology when you’re the BUYER. You want to buy something. You want to exchange a few green pieces of paper for a shiny new possession that you can take home and use as you see fit.

And yet, when entrepreneurs go to sell something, they don’t take this truth into account. Instead, they pretend that the buyer is an enemy who doesn’t want to buy anything, and it’s the salesperson’s job to convince and convert.

Having this mindset automatically sets up an “us vs. them” mentality, and you will actually scare away your prospect if you approach the sale in this adversarial way.

Here’s what to do instead.

To help you be a better salesperson, I coined the phrase “selling downhill.” What I mean is, make the easiest sale possible by aligning yourself and your approach with the buyer’s mindset and beliefs.

Remember:

Do you see the difference? In the first mindset, they are finding a solution, and you’re giving them every excuse to keep going down the path of fulfilling their need. In the second mindset, you’re throwing a giant roadblock into the process by putting your desires ahead of theirs.

So ask yourself: are your sales materials set up to fail? Or are you selling downhill by simply allowing your customer to solve his or her problem through your guidance?

And that my friends, is Selling Downhill

To recap:

Pro Tip: Revising your sales process to sell downhill is typically the best way to figure out your marketing strategy — because remember, the best sales funnel is built from the inside-out (whereas most marketers work from the outside in, creating awareness and interest that leads to a crappy closing process).

Hey there! Thanks for reading :-)

It’s like an honest reminder to be f*cking awesome, delivered every Monday morning.

Cheers to your success!

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