Purchase

Once all information has been evaluated, a purchase is made, and your customer walks hopefully happy.

Why people really buy.

People buy for their own reasons, NOT FOR YOURS. Until you know your customer’s reasons for wanting, or not wanting, to buy your product/service...you are in dark! It doesn’t matter how many reasons you give for believing your product/service is a great buy, they will mean nothing unless your customer has VERY GOOD reasons to buy from you. Customers face new challenges every day that can alter their needs for your products/services. The key is to stay in contact with your prospects...and ALWAYS ask questions to learn where they are in terms of needing your product/service.

If a prospect avoids making decision to buy from you, it’s typically because they have no sense of urgency to buy or they may not be convinced that your products/services will solve a problem they have. Your challenge is to prove to prospect that buying now is best for them and you must be able to offer support and real reasons why. What will they miss if they wait even one more day? What will they miss if they don’t buy from YOU? Make sure you emphasize on potential opportunities if they go ahead and get started on program NOW. WHY is it important for them to buy now? In other words, what’s in it for them? Remember...the reason a customer buys your product or service is because of what it can do for ´them´. JUST TELL THEM.

Know Your Competition

We all have competition. When you call on a prospect, you will likely encounter a situation where prospect knows your competitors. In order to sell all reasons why YOUR product or service is best for prospect...you need to know as much as possible about your competitors. This allows you to explain why your product/service is better than rest to solve a specific need of your client.

Why is my product/service best?

In order to make a decision to buy your product and/or service, a buyer will need specific information about you, your company, your products, services, etc. Provide them with specifics on your reliability, special features of your products and services and where you stand in your industry. Tell a complete story of why they should buy from YOU rather than your competition. TESTIMONIALS ARE POWERFUL. CREDENTIALS ARE IMPORTANTL. If you belong to a specific organization such as BBB, it may help you tremendously close a deal.

What about those prospects that is not ready to buy?

Simply follow up regularly with them through direct mail, phone calls, or newsletters. That allows you to build credibility which you may not have been able to build earlier. Many individuals are not ready to buy right away but after, 6, 7, 8 follow up they may be ready. Understanding each step in buying process can help you structure your selling process and your marketing materials to cater to prospects. Take time to consider what your customer goes through when making choice to buy, and alter your business accordingly. In doing so, you will increase your chances of making more sales.

In sales profession you are company, product, service. What you do and how you do it will impact your success. Perfect your sales skills by asking and answering questions, overcoming objections, and provide reasons to buy your products/services. Tell your story, create a need, solve a problem, handle follow-up procedures correctly and you will be on your way to great success.

Golden rule: PEOPLE BUY FROM PEOPLE THEY LIKE AND TRUST.

Andre Plessis Author & Marketing Expert SmartBizConnection http://smartbizconnection.com The Smartest Way To Grow Your Business!

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This Newsletter was submitted By Andre Plessis -- Marketing Expert. Get your monthly dose of Email newsletter, marketing tips, promotion, by joining our free Newsletter "The Smartest Way To Grow Your Business": visit http://smartbizconnection.com. Andre Plessis Author & Marketing Expert SmartBizConnection If you think this article is valuable, please pass it on to your friends and colleagues. If you have any question regarding this article please feel free to email me at: andre @ smartbizconnection.com subject: advertise To advertise with us visit: http://smartbizconnection.com/advertise.htm To submit an article send email at: andre @ smartbizconnection.com subject: submit article Copyright 2003 - 2004© SmartBizConnection. All rights reserved. Phone: (888) 872- 2285 / Direct: (818) 341- 2972