Learn to Sell What They Are Buying


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Table of Contents

Section I: Do You Really Know Your Prospect Enough to Sell Them Something?
Section II: Rethink Everything You Think You Know About Sales
Section III: Why Buying a Ferrari Isn’t Just Buying a Ferrari
Section IV: Prospects Display Four Distinct Buying Themes
Section V: “That Outfit is So You!” The Hidden Secret
Section VI: You Wouldn’t Cast Joe Pesci for a Role Written for John Wayne
Section VII: Elementary, Dear Watson!



Learn to Sell What They Are Buying

The Secret Finally Revealed!

by John Voris

If you don’t have sales, you don’t have a business. Salespeople are continually striving to drive sales and close more business, while the rules of the game keep changing. As we move from the industrial age to the social age, people look for salespeople who can relate to them in an authentic way. In the early years, salespeople used scripts to sell and some still do. It certainly worked before, but not very well in today’s world, which is about genuine communication and trust.

As a salesperson, you need to know how to connect with your prospects effectively, and in order to do that, you need to know their motivations for buying. Each prospect has an authentic identity, something that defines who they are as a person. Once you are able to figure out your prospect’s authentic identity, it’ll be easier for you to talk to them in a way that they can relate to you.

John Voris is a seasoned salesperson and consultant helping salespeople dramatically improve their sales. He talks about how a salesperson should look out for symbols that indicate what type of person their prospect is. John also discusses why salespeople should learn to pre-qualify their prospect before meeting them and why knowing their authentic identity can help close a sale. In relation to sales, according to John, “There is nothing to fix, only something to discover.”

Learn to Sell What They Are Buying is part of the THiNKaha series, whose slim and handy books contain 140 well-thought-out AHA messages. Increase your online influence by picking up AHAthat, and easily share quotes from this book on Twitter, Facebook, LinkedIn, and Google+ via this link: http://aha.pub/Learn2Sell

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About the Author


John Voris
John Voris


John Voris was a cold-call sales person when he used what he learned from his philosophy degree at Berkeley University to create a system of selling that works without fail. This system reveals who is really going to buy and how best to sell to them based on the objects and symbols they surround themselves with.

John Voris has an extensive library which you can see in this video: http://aha.pub/JohnVorisLibrary

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Hardcover: 978-1-61699-296-5 (1-61699-296-4)
Paperback: 978-1-61699-295-8 (1-61699-295-6)
eBook: 978-1-61699-294-1 (1-61699-294-8)

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