There’s a way for you to make more sales by asking a few simple questions.
This strategy is based on some surprising research about the human brain and how it works … and when I share it with you below, you’ll realize just how powerful it is for making more sales.
Let me use an example to explain…
The Olympics, Your Brain, and Sales
One of my favorite Olympic moments came in 2008 when Jason Lezak and the US Men’s relay team chased down France for the Gold medal.
I just watched the highlights again. My palms were sweaty. My heart started pounding. And when Lezak pulled it out at the end, I couldn’t help but smile. It was like I re–lived the moment all over again.
Even if that’s not your favorite Olympic moment, I bet you have one that brings back memories. Maybe it even gives you goosebumps.
And here’s the crazy part: you already know how this moment turns out and it still makes you feel this way.
How is that possible? And how does this apply to making more sales?
A Look Inside Your Brain
Did you know that there are regions of your brain that get excited about an experience even when it doesn’t actually happen?
These regions are called mirror neurons and they react when you perform an action. But they also react when you observe or imagine that same action.
For example, your neurons might get excited when you buy a new car. You’ll experience pleasure, delight, and joy. But your mirror neurons can cause the same feelings — pleasure, delight, and joy — when you simply imagine the new car that you want to buy.
Mirror neurons are the reason some people feel relaxed or excited by simply planning a vacation. (Sometimes anticipating it is better than the vacation itself!)
Similarly, mirror neurons cause us to get excited about buying new clothes just by browsing them online or to fantasize about our dream house even if we’re just looking at a picture of a mansion.
This is what happened when I watched that clip from the Olympics again. The race wasn’t actually happening, but I felt all of the same emotions. Thinking about the race triggered the feelings I had from the real life event.
In other words, mirror neurons allow us to imagine an experience as if it were actually happening to us.
How This Leads To More Sales
Mirror neurons can make your customers feel like they own your products before they actually do. And if they enjoy the experience and the feelings associated with owning it, then they will want to buy it.
If you can get your customers to fantasize about what it feels like to own what you’re selling, then they will want to buy it from you.
The customer’s ability to fantasize is your greatest ally when trying to make a sale. No one asks to be pitched a product, but most people love to fantasize about owning new things.
Fantasies Need Details
You can trigger your customer’s fantasies and get them in “dreaming mode” by asking questions that get them thinking about concrete details.
Let’s say you’re selling a car. Instead of asking “Do you want this car?” you could ask, “What color do you like?”
Get your customer to imagine the possibilities by filling in the details of their purchase.
For example, a freelance photographer can show off her portfolio and ask, “What images do you love the most?”
If you’re freelance tour guide ask, “Have you ever seen the city from above?” And then tell them about the spectacular views you’ll show them on tour.
If you’re a freelance writer ask, “How would it feel to have all of your writing tasks taken off your hands?”
You can even take a less direct approach like this brilliant sales technique from an insurance agent.
Depending on your market, here are some phrases that might work for you…
- “picture ____”
- “imagine ____”
- “what would it feel like if ____”
- “tell me about ____”
- “what would it look like if ____”
By the way, this strategy of using concrete details to build a vivid picture in the customer’s mind isn’t just for conversations. It works great if you’re writing a sales page too.
Some More Examples…
If you take a close look at Passive Panda, you’ll notice this strategy in practice.
In recent weeks, I have asked you to imagine the possibilities for this year.
I’ve given you the recipe for naming your company so that you can imagine the possibilities of a successful business.
I’ve shown you how dozens of real people make money freelancing, so that you can see what is possible for yourself.
In this article, I actually used the phrase, “Imagine if you had that many new leads coming into your business every month.”
No matter what content Passive Panda is delivering to you, I always want you to imagine how you can use this information in your own life.
I do this because I want you to buy into the idea that earning more money is possible (it is) and that you can do it (you can).
The Bottom Line
No matter what industry you’re in or what questions you ask your customers, here’s the bottom line:
Get your customers to imagine life with your product and it will be much harder for them to live without it. [Click here to Tweet this quote]
What do you think? Do you like this sales tip? Leave a comment below.
Note: Hat tip to Derek Halpern for sharing the power of mirror neurons.