In this episode of the Mind Over Money podcast, Jessen James dives deep into the psychology behind successful sales. He breaks down why understanding a buyer’s motivation, specifically distinguishing between a want and a need, is critical to closing more deals. Whether you're selling a life-changing service or a luxury item, Jessen explains that your ability to guide people toward realising their true need for your offer makes all the difference.
Key Takeaways:
The key to making consistent sales lies in identifying and amplifying your prospect’s sense of need, not just their want. Selling becomes easier and more ethical when your approach is rooted in helping others see the true value of what you offer. Ask powerful questions, guide your clients to self-awareness, and shift from convincing to empowering buyers.
Podcast Highlights:
Jessen emphasises that everything in life is a sale—from convincing your child to sleep early to closing high-ticket coaching programs. He illustrates how people often buy what they want, even if it’s not essential, while neglecting what they need, such as health or education services. Through real talk and practical tips, he coaches listeners on moving prospects from casual interest to committed action. Jessen also reveals how asking the right questions can help prospects sell themselves—turning sales into service, and closing into clarity.
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About the host:
Jessen James
Jessen has spoken to and trained thousands of entrepreneurs all over the world and has been featured on Channel 5's Rich House Poor House.
Having built, bought, and sold multiple businesses himself, Jessen has had some amazing wins and some rather spectacular fails too! He now dedicates his time to serving others to better their lives and businesses by sharing his learnings. Get in touch today.
CONTACT DETAILS
Website: https://www.jessenjames.com/
LinkedIn-https://uk.linkedin.com/in/jessen-james-%F0%9F%91%88%F0%9F%8F%BD-31380968
Twitter: https://twitter.com/jessenjames7
EMAIL: success@jessenjames.com
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