and a life that you love. And today I have a question for you.

So in life all of us are always selling something, whether you sell a product or a service or

you work within a company, you’ve gotta be selling something. But do you know what

you’re really selling? Hmm? I’ve gotta say, the answer might surprise you and it

may make you a lot more money. Let me explain.

So recently Josh and I went on a trip to Morocco and our very first stop was Marrakech. So

once we got settled in our riad we went for a walk through the medina, not to be confused

with the funky cold medina.

Now, Josh and I have a thing for Moroccan rugs. We think they’re really beautiful

and we were hoping that we’d be able to find one on our trip for a great price. So

we’re walking down the medina and not even five minutes we get lured into a rug shop

by this very charming and charismatic man named Mustafa. So Mustafa had this awesome

rug shop so he pulled us in and at first he sat me down and he had me try my hand at hand

rug knotting with this lady who worked with them. Then a minute after that before I knew

it we’re in this huge room with marble floors and we’re sipping mint tea and we had stacks

and stacks of beautiful rugs all around us. It was awesome.

So after a few minutes we had narrowed things down to our one favorite rug and Josh started

the negotiation process but I wasn’t quite sold yet. I said to myself, you know, “Hold

on, hold on. These are beautiful, they’re awesome, but I have to be honest, I don't

know if we even have room for a rug like this. I mean, I don't know if we even need it.”

Mustafa said, “Look. Nobody needs a Moroccan run. You don't buy a rug with your head, you

buy it with your heart.” And, you know what? He was totally right. I mean, we didn't necessarily

need a run, but a rug wasn’t really what we were buying anyway. We were buying this

beautiful little piece of art. It was a reminder of our Moroccan adventure together, the one

where I got to try my hand at hand knotting a rug and where we had our very first taste

of Moroccan mint tea.

The fact is we are rarely ever buying what we think we’re buying. So here’s an example.

If I buy a necklace what I’m thinking about is how that necklace is going to help me express

my own style. Or maybe I’m thinking about, “Oh my God, this great necklace will really

help me dress up a tshirt so if I need to go out to dinner fast I can just throw it

on.” Or sometimes if I get a necklace that has special symbolic stones I’m actually

buying into my own well being, something I wanna work on for my future. So rather than

just a piece of jewelry I’m buying an expression of my style, I’m buying easy nights out,

and I’m buying my future well being.

Here’s another example, if I’m buying a garlic press what I’m really buying is

a future experience of great times cooking for my friends. I love to do that. So I get

such pleasure out of hearing them ask for seconds or talking about, “Hey, Marie. How

did you ever learn to make such a killer sauce?” So in reality what I’m really buying is

a future memory of getting all the people I love together and whatever may happen from

there.

The fact that Mustafa knew what he was really selling and he wasn’t shy about articulating

that, that’s what closed the sale. He knew that the key to getting me to open my wallet

was getting me to open my heart. Now, whether you sell with words or images or copywriting

or whatever, you’re going to realize you’re gonna sell so much more and have your customers

love their purchases if you can convey what they’re actually getting: the feelings,

the benefits, the future memories. And to help you remember that I want you to remember

this Tweetable:

“The best way to close a sale is by getting your customer to open her heart.”

Now, if you ever use words to sell your products or services, like, instead of interpretive

dance or smoke signals and you’d like my help with this, come on over to TheCopyCure.com.

It’s a new program I’m working on, and it’ll really help you sell from the heart.

Now it’s your turn. What are you really selling? What are people really, really buying

from you? And what future experience are they hoping to get? As always, the best discussions

happen after the episode over at MarieForleo.com, so go there and tell me all about it now.

Did you like this video? If so, subscribe to our channel and I would be so appreciative

if you shared it with your friends. And if you want more great resources to create a

business and life that you love so much you wanna hug it like a Care Bear, then come on

over to MarieForleo.com, sign up for email updates, and that would be awesome.

Stay on your game and keep going for your dreams because the world needs that special

gift that only you have. Thank you so much for watching and I’ll catch you next time

on MarieTV.