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Selling in Tough Times - A Tip
t is not your product or service that makes or breaks the deal. It is the customer perception of what your product/service can do for them that shapes their decision to buy from you. Let’s see how I, a customer, buy: Whether I am shopping for a solution for a business problem or some personal accessory, I usually have a good idea of what I want. When I find something that closely meet my ideal solution, I buy it. Do you do the same? A study shows that most of us follow the same pattern. This pattern gives us an insight into how to win more sales. We have to know enough about our prospects’ business — what they are trying to fix, accomplish or avoid — and match our service/product with their idea of an ideal solution! The prospects’ idea is their way of framing a solution for their problem and it has nothing to do with what you and your organization is selling. By aligning your product/service with that concept you can improve your win rates for new business and generate continued added value for existing customers in today’s tough business environment. |
Double your sales - Risk free!
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This intel was contributed by kamraan
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May, 2012
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