Sales success strategies question #1 in the prospects mind: Do we face a need?
People and organizations buy if and only if they have and feel a need. No need? No buy. It’s that simple. Without the pull of that need, all the bells and whistles, and all the price discounts and special offers are powerless to bring about the sale. Sales success strategies question #2 in the prospect’s mind: Is that need strong enough to justify our spending money to fill it? We all face a variety of needs, more needs than we could ever hope to fill, so we give priority only to the needs we perceive as truly significant. Therefore, one of your most important tasks as you sell is to help the potential customer not only become aware of a need that can be filled by your product or service, but also become enthusiastic enough about filling it that it becomes a priority. Sales success strategies question #3 in the prospect’s mind: Will this product or service in fact fill that need? Only after the need and its importance are clear to the Decision Maker is it appropriate to begin talking a
Related Questions
- What sales, marketing and communication strategies will the brand follow to ensure success during these troubled times?
- What strategies are medtech manufacturers using to recruit sales personnel, both for domestic and overseas markets?
- What do you have in mind for long-term strategies for iSeries sales?
