We know unless we show customers what makes us different, there is little reason for them to buy from us. You may think your customer cares only about your product as a commodity. Stand apart by asking your customers better questions that are more insightful than anything they have heard. Be the pro-active person you know you are, not just in your mind but also in your actions with the customer. Focus on the customer’s solution. Customers care only about themselves. Showing customers, the standard marketing materials extolling product features is simply not what the customer wants to hear or see. Allow the customer to see solutions they did not think were possible. Too many times, customers come into the buying process with a pre-determined set of expectations. View what you sell as an investment the customer is making rather than a purchase. This subtle change will do more than you ever realize about helping the customer grasp what you have to offer. When we are focused on helping the customer make an investment, we shift our thinking toward creating a return on investment rather than hyping product features.
Sell not only to the decision maker, but also to the one who is going to benefit from what you are selling. Too often we focus only on the decision maker and getting them to say “yes,” all to close a sale quickly. The problem with this is that sometimes the decision maker is not the person who is going to benefit from what you are selling. They will value your proposition far more than the decision maker will.
The best way to avoid going down this road is by simply making sure you do not bring it up in anything you say or show to the customer. Your ability to close more sales and do so at a higher price is contingent on one thing – differentiating yourself and what you sell by creating true value with the customer.
Besides if you do have any questions give me a call: https://clarity.fm/joy-brotonath