Hey Everyone,
I apologize as travel has been quite heavy lately and I have slacked as an individual. I really apologize and will work my best to have this blog updated weekly.
So, by now you have read the first of five buying decisions and are probably thinking this guy is out of his mind. Have you tried it though? Have your customers looked at you with a strange look on their face? It does feel unnatural, but trust me it is the correct thing to help your customer, because at the end of the day if you are not helping your customer, then why are they talking to you?
Okay onto the next buying process of your customer " Buying Your Company". You customer hopefully trusts you and is sold that you can make it to the next discussion which is why should I buy from your company. What value would your company bring and how will that help me. That is what is swirling around in their heads as they read your website, your literature, and listen to you spill tons of facts about your company.
So, this is where you have to be asking deeper questions about the customer and what issues are they facing. Do they know what everyone else is doing in their area? Who is their largest competitor? What data does your company offer that will help them overcome their obstacles they are facing? What does your company stand for? Is it just to make a sale, or does your company do much more than that? I am guessing if you look at all the things your company does, your company does not just make, distribute, sell products. What services does your company do as well? Does the company do specialized marketing that other companies in your arena are missing on? Are there special buying programs that help your customer save more money lowering their cost? Do you have IT that can help them integrate software?
What value does your company bring to the table? This is the time you need to study your competition and what they do really well and see how you stack up and if you can do something better. Chances are, you and your company can do one or two things that are far better and may help your customer. Still the warning is out there. What is the largest value to your customer and how can you meet that better than anyone else. The focus is on the customer and now you, your company, or your check book account.
Hope that helps!
Next week we hit the fun part of the sell and something that you probably can spit off tons of features that support it. Until next week, get out there help your customers and enjoy this warm weather at the end of October. Winter is coming!
Sincerely,
Kevin
Sales And Leadership Enterprises