Cómo Hacer que la Gente Quiera Comprarte — Transcript

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1. 0:00There are people who, with just one
2. 0:02conversation, can make you understand
3. 0:04them, make you leave a store with three
4. 0:06things you hadn't planned on, make you
5. 0:07say yes to something you hadn't even
6. 0:09considered 5 minutes before. And then
7. 0:12there's you, trying to convince someone
8. 0:14of your idea, your product, your
9. 0:16proposal and feeling like there's no
10. 0:19way. The difference isn't luck, it's
11. 0:21not charisma, it's that these people
12. 0:23know something that most people don't.
13. 0:25Selling is a science, it has rules, it
14. 0:28has patterns and once you understand
15. 0:30them, you see them everywhere. In this
16. 0:33video, you're going to learn the five
17. 0:35strategies that people who know how to
18. 0:37sell use, whether you're selling a
19. 0:40product, a service, an idea or you
20. 0:42simply want to know how the buyer's
21. 0:44mind works. Strategy 1. Authority. Make
22. 0:50them trust you before you open your
23. 0:52mouth. There's a reason why you trust a
24. 0:56doctor in a lab coat more than one in
25. 0:58jeans. The human brain is lazy by
26. 1:01nature. It doesn't have time to analyze
27. 1:03everything from scratch. So when you
28. 1:05see signs of authority, let your guard
29. 1:07down and accept what comes next. That's
30. 1:09authority. And in sales, it changes
31. 1:11everything. Before you try to convince
32. 1:13someone, the first question you need to
33. 1:16ask yourself is, why should they
34. 1:18believe me? You don't have to be number
35. 1:20one in the world at something. You just
36. 1:22need to make clear that you know what
37. 1:24you mean. It could be your experience,
38. 1:26the results you've achieved, the
39. 1:28clients you've worked with, or even the
40. 1:31language you use when discussing your
41. 1:33topic. Authority isn't demanded, it's
42. 1:36communicated, and once you have it,
43. 1:38everything else you say carries more
44. 1:40weight. The same sentence spoken by
45. 1:42someone perceived as an expert is three
46. 1:44times more persuasive than the same
47. 1:45sentence spoken by someone you don't
48. 1:47know. Before you sell, build
49. 1:49credibility, even with just one
50. 1:51sentence. Strategy two. Scarcity. Make
51. 1:57them not want to miss out. People will
52. 2:01do more to avoid losing something than
53. 2:03to gain something new. This is not an
54. 2:05opinion. Decades of research proves it.
55. 2:08The fear of missing out triggers a much
56. 2:10stronger response in the brain than the
57. 2:12possibility of gaining something
58. 2:14equivalent. The best salespeople know
59. 2:16this and use it. Creating scarcity
60. 2:18doesn’t mean lying or manipulating,
61. 2:21it means making visible something that
62. 2:23is already real, that opportunities
63. 2:25don’t last forever, that prices
64. 2:27change, that places fill up, that time
65. 2:30passes, but there is something just as
66. 2:32important as product scarcity, the
67. 2:34scarcity of you. If you convey that you
68. 2:37need the customer more than the
69. 2:39customer needs you, you’ve lost. The
70. 2:41salesperson who seems desperate
71. 2:43doesn’t sell. The salesperson who
72. 2:45conveys that their product or their
73. 2:47time is valuable, that if it’s not
74. 2:48now it might be too late, that one does
75. 2:50sell. Practice this. Instead of chasing
76. 2:53the customer, set a date for the
77. 2:55interest, not aggressively, in a
78. 2:57natural way. This is available until
79. 2:59such a time. If you’re interested,
80. 3:01we’ll talk about it. And if not,
81. 3:03it’s okay. When the customer
82. 3:05understands that the opportunity has
83. 3:07real value, it’s much easier for them
84. 3:09to make a decision. That simple change
85. 3:12of attitude completely transforms the
86. 3:14dynamic. Strategy 3. Order. Don’t
87. 3:19sell too soon. This is the mistake that
88. 3:23almost everyone makes when they start
89. 3:25selling. Launching the offer too soon.
90. 3:28A discount from the first message. A
91. 3:30reduced price before the customer even
92. 3:33knows what they’re buying. A special
93. 3:35promotion on the first contact. What
94. 3:38does that convey? Desperation. And
95. 3:40desperation kills sales. The correct
96. 3:43process has an order. First you
97. 3:45convince, then you close. The offer
98. 3:47isn’t to open the conversation,
99. 3:49it’s to end it. Here’s how it works
100. 3:51. First, the customer has to want what
101. 3:53you’re offering. They have to see the
102. 3:56value, understand why they need it,
103. 3:57imagine what it would be like to have
104. 3:59it. And at that moment, when they
105. 4:01already want it but something is
106. 4:03holding them back, whether it’s the
107. 4:04price, doubt, or timing, that’s when
108. 4:06the offer comes in. Not as desperation,
109. 4:08but as a solution to the last obstacle.
110. 4:11The difference between a salesperson
111. 4:13who offers discounts from the beginning
112. 4:15and one who uses them at the end to
113. 4:17close is huge. One seems like they need
114. 4:20to sell, the other seems like they’re
115. 4:22doing a favor. First they create the
116. 4:24need, then they remove the last
117. 4:26obstacle. Strategy four, social proof.
118. 4:31Let others sell for you. No one wants
119. 4:35to be the first to make a mistake. When
120. 4:37someone doesn’t know whether to buy
121. 4:39or not, they look around. Do other
122. 4:41people have it? What do people who have
123. 4:43tried it say? How many people are using
124. 4:45it? This is called social proof, and
125. 4:48it’s one of the most powerful forces
126. 4:50in decision-making. 95%of people ask
127. 4:53other people for their opinions before
128. 4:55making a decision, not because
129. 4:57they’re insecure, but because it’s
130. 4:59the smart thing to do. They figure, “
131. 5:01If it works for a lot of other people,
132. 5:03it’ll probably work for me too.” In
133. 5:05sales, this means one very specific
134. 5:08thing. Testimonials are worth more than
135. 5:10any argument you could ever make on
136. 5:12your own. Someone speaking highly of
137. 5:14your product or service is worth 10
138. 5:16times more than you speaking highly of
139. 5:18yourself, because you care, they
140. 5:20don’t. So if you’re just starting
141. 5:22out, get testimonials, even if it’s
142. 5:24for free. Offer your service at a
143. 5:27reduced price in exchange for an honest
144. 5:29review. Ask satisfied customers to
145. 5:31share their experience. And once you
146. 5:34have those testimonials, put them
147. 5:36everywhere, because when someone is
148. 5:37wondering whether or not to buy from
149. 5:39you, it’s not you who’s going to
150. 5:41convince them, it’s going to be the
151. 5:43voice of someone who’s been in their
152. 5:45shoes and made the decision. CCO
153. 5:49Strategy, Transformation. Make Them
154. 5:52Imagine Their New Life. Here’s the
155. 5:55secret that separates mediocre
156. 5:57salespeople from great ones. No one
157. 6:00buys a product, they buy what that
158. 6:02product is going to give them. They
159. 6:03don’t buy a gym membership, they buy
160. 6:06the body they want to have. They
161. 6:07don’t buy an English course. They buy
162. 6:09to watch a movie without subtitles or
163. 6:11to speak fluently in a business meeting
164. 6:13. They don’t buy a mattress. They buy
165. 6:15to sleep well and wake up without pain.
166. 6:17The product is the vehicle. The result
167. 6:20is what’s being sold, and this
168. 6:22completely changes how you talk about
169. 6:24what you offer. Instead of explaining
170. 6:26the features, you describe the
171. 6:28customer’s life after they have it.
172. 6:30Instead of saying how great your
173. 6:31product is, you make the customer feel
174. 6:33what their life would be like with it.
175. 6:35There’s a practical way to apply this
176. 6:37. When you go to sell something, ask
177. 6:40yourself this. What problem am I
178. 6:42solving for this person? Not the
179. 6:44superficial problem, the real one, the
180. 6:46one that keeps them up at night. And
181. 6:48then tailor everything you say to that
182. 6:50problem. You don't talk about your
183. 6:52product; you talk about their situation
184. 6:54, what's happening to them, and how
185. 6:56it'd feel if it ceased to be a problem.
186. 6:58When someone feels that you understand
187. 6:59them, they're no longer buying, they're
188. 7:01trusting. And trust is what closes any
189. 7:04sale. Five strategies, all of which
190. 7:07work, all of which can be applied
191. 7:08starting today. Authority: build
192. 7:11credibility before trying to convince.
193. 7:13Scarcity: what can disappear is valued
194. 7:16more, and you have to have value too.
195. 7:19The right order: first create the need,
196. 7:21then close with the offer. Social proof
197. 7:24: let others do the selling for you and
198. 7:27sell the result, not the product. These
199. 7:29are not manipulation techniques; they
200. 7:31are ways to better communicate the real
201. 7:33value of what you offer. If your
202. 7:35product is good and you present it well
203. 7:38, you're not deceiving anyone. You're
204. 7:40helping someone make a decision that
205. 7:42will benefit them. That's good selling.
206. 7:46And now we want to know your opinion.
207. 7:49Which of these five strategies seems
208. 7:51most powerful to you, and which will
209. 7:53you start applying today? We'll read
210. 7:56you in the comments. Thank you for your
211. 7:59time, really. Remember to leave your
212. 8:01like and subscribe so you don't miss
213. 8:03any of our videos, because this is just
214. 8:05the beginning. Much success.