People buy products and services for three basic reasons, need, want or problem solving. If a salesperson or marketer can find out what is the most important to the prospect they can focus their efforts in that area. Normally people want the most value for the price they are paying and many will shop to find it if they are not already loyal to one seller. As a marketing or sales professional your job is to show them why your choice is best and make it wasy to buy.
Remember the three reasons people buy:
Need - something that is necessary in their life and they must purchase
Want - may be a better level of product/service they would like to purchase
Solve problems - Such as medical, financial, counseling, etc
When you convince the buyer that your product or service will give them the most for their money and also give them a comfortable feeling after the purchase you will have a much better chance of making the sale. But if you want their repeat business and referrals you must back up everything you told them provide the quality they were expecting.
Barry is a marketing speaker, author and business coach. www.idealetter.com
Monday, October 21, 2013
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