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Casual Articles - Are You Selling What They Want To Buy? Is It An Appropriate Solution?
Products on market today that claim to be recycled or have recycled content in them may not be true. Because there are not any regulations in place about recycled content, it's often confusing and misleading to consumers. By distinguishing the difference between what Post Consumer Waste and Post Industrial Waste, Consumers can make more educated decisions on the
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short
Research indicates that the majority of dissatisfied customers don’t bother to complain. They simply vote with their wallets and go elsewhere. So when a customer DOES complain, it’s a golden opportunity to make a positive impression and keep a customer for life. A customer who complains still wants to do business with you, if you can make things right. This is th
Recently he went by himself to buy a new car. Salespeople fawned all over him to show him the latest models; the run-out specials and to try to get his trade-in valued.
He just kept saying “No”. Why? They were all trying to sell him five-seater cars. That’s what I call an inappropriate solution.
Most times this comes about because as the salesperson, you simply haven't listened closely enough, or asked enough questions. You need to understand the buyer's motives - their 'hot buttons".
You do that by asking questions. Until you fully understand the buyer’s motive, you can’t – and shouldn’t – recommend any solution.
When you do, the best way to phrase an appropriate solution is to use a sequence involving feature - function - benefit - consequence. Here's an example using a life policy...
“Buying this policy will give you $500,000 death cover on your partner, (feature) and we will pay it out to you and your children on your partner's death (function).
It will allow you pay out your outstanding debts (benefit) and will let you start the rest of your life without money worries (consequence of benefit).”
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short
A trainer dryly discussing how to motivate people in an organization basically has just another “point-by-point” presentation. But suppose that he mounts the podium and begins to speak. Suddenly, a phone on the lectern rings. He ignores it at first, trying to continue. Finally he gives up, excuses himself and answers it. It is an engineer (off-stage voice) with a
Most times this comes about because as the salesperson, you simply haven't listened closely enough, or asked enough questions. You need to understand the buyer's motives - their 'hot buttons".
You do that by asking questions. Until you fully understand the buyer’s motive, you can’t – and shouldn’t – recommend any solution.
When you do, the best way to phrase an appropriate solution is to use a sequence involving feature - function - benefit - consequence. Here's an example using a life policy...
“Buying this policy will give you $500,000 death cover on your partner, (feature) and we will pay it out to you and your children on your partner's death (function).
It will allow you pay out your outstanding debts (benefit) and will let you start the rest of your life without money worries (consequence of benefit).”
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short
Do you have Communication breakdown?How are you communicating with your contacts?We need:Contacts we can send emails to regarding our business opportunities.Contacts we can build up a good working relationship with, similar interests as far as business opportunities go.Contacts we can share how we are going with our business
When you do, the best way to phrase an appropriate solution is to use a sequence involving feature - function - benefit - consequence. Here's an example using a life policy...
“Buying this policy will give you $500,000 death cover on your partner, (feature) and we will pay it out to you and your children on your partner's death (function).
It will allow you pay out your outstanding debts (benefit) and will let you start the rest of your life without money worries (consequence of benefit).”
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short
What would your perfect life’s work be?In mid-life, it’s a question we seldom ask. It could be the one question that saves you from lackluster jobs, faceless bosses and endless commutes.Are you stuck out of fear?This happens to many people when we pass 40. We get stuck in habit, routines and day to day living.What are you afraid of?p>
“Buying this policy will give you $500,000 death cover on your partner, (feature) and we will pay it out to you and your children on your partner's death (function).
It will allow you pay out your outstanding debts (benefit) and will let you start the rest of your life without money worries (consequence of benefit).”
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short
Many Fortune 100 companies have found it beneficial to provide their top executives with free Financial Planning Services. These companies understand the necessity of providing key employees with the tools to manage what they have worked so hard to accumulate. Although most companies have support services that are available to their general employee population,
If my real motive for buying a car is that we have a child on the way and we have a two-seater sports car, my hot buttons are having a vehicle in time to bring the baby home from hospital, about safety and convenience.
Depending upon the stage of the pregnancy, I may only have a very short time to make a decision. You should know the reason and the timeline for the purchase, and so you must provide me with an appropriate solution, which is to get me into the vehicle before I need it to bring the baby home.
There's no point in you promoting an unsuitable product. It's unlikely that we're going to move from the two-seater to a people mover. Start by showing me a family vehicle; four doors, storage space etc. Talk to me about the airbags and side intrusion protection. I'm suddenly interested in all that stuff!
It's the same with housing. Don't show me a walk-up if I've got a baby in my arms. Don't put me near a busy, noisy school if I'm a shift worker.
I can hear you chuckling away here but this stuff's for real.
Please don't ignore it. A friend of mine was showing a woman some homes recently and had forgotten to ask if she had school-age children.
A simple mistake but he thought about it when showing her a very nice property, which was near a busy main road. It met all her stated criteria but she was hesitant. When he asked why, she said the proximity to the busy road was a concern for her daughter’s safety.
My friend soon established the girl's age and went promptly to another property, which wa
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