Yes, the goal of a sales rep is to sell what they have to offer and that is most likely a material item. For example tickets, shoes, clothes, cars, and food. Researchers have pointed out that while there are people who love to buy ‘things’ the majority of the population walk on a more conservative lifestyle.
I, personally, am not one to buy something on the spot. I rarely have a want or a desire when it comes to material items. I am not a minimalist but I do not enjoy ‘getting things’. I am a ‘make a memory’ type of soul. If someone tried to sell me a raffle ticket to buy a blanket, I will not buy it, however, if that someone framed the blanket into a moment in my head, that is one step closer for me to buy the raffle ticket.
There has been a trend lately from buying materials to buying memories because the world is changing in how they see the importance of moments. Spending time with loved ones and friends are more valued and if you can wrap that into a selling pitch, you are more likely to make a sale than spewing off the qualities of the object.
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It is interesting how the way a product is framed in terms of not just the practical applications but also the emotional appeal of the product can influence whether someone would by it or not. Telling someone that your hair brush will make brushing their hair easier vs. telling them it will lead to lots of great dates might lead to a different outcome. While that is a silly example, applying it to more consequential situations might yield great differences.
This is a really interesting sales concept. I think framing products to be more about the experience rather than the utility of the products is a cool idea.
Framing a product into an experience is a smart strategy. If it’s done well, I think the likelihood of closing the deal goes up drastically and helps the client realize the true value that product offers. Good thing the world is beginning to see this trend and will continue it.
Great post! I think that this is an extra relevant sales technique in today’s world, as everyone has been able to take a step back and look at what they truly value during this shutdown. I would say that a lot of people are realizing that the moments are worth valuing not the products. As people remain home surround by stuff, I think they are realizing even more the value of the people and memories they make together.