Good Day
I didn’t need the plumber; the toilet is working!
Which of these two questions do you most need to be able to answer?
A. How do I sell? or B. Why do people buy?
The answer: B. Why do people buy? People do not want to be sold to, but they do want to buy. And if you know why, you can help them along with the process.
Do you get price objections? Do you have to send bids or proposals? Do prospects say they are satisfied with their present vendor? Or are your calls not returned? If these sound familiar, then you and a lot of others may not truly know why your customers buy.
Here are some reasons people buy:
I perceive that this product or service will increase my profit or productivity. I like and/or believe, have confidence in and trust my sales rep. I feel that there is a fit of my needs and his/her product or service. The price seems fair, but it’s not necessarily the lowest.
These are not all the reasons people buy, and they may not reflect your customers or business. The big question that you need to answer is: Why do YOUR customers buy? Don’t assume; ASK! You will probable be surprised.
Until next week,
Great Things Happen, But You Have To Take Action, NOW!
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Philip Freedman
Your Doctor of Customer Acquisition, Retention and Enhancement
P.S. NOW, Discover the 7 Warning Signs of LCS, Go to www.7SignsOfLCS.com & Get a FREE LCS Diagnosis and Consultation!
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