Issue June 2003 "Keeping Businesses Moving Towards Success"
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Answer 7 Questions For More SalesCustomers make purchases so that they get something that is more valuable to them than the money they use to pay for it. A good sales person needs to assure a prospect of getting that value by answering 7 important questions.
The prospective buyer will not particularly ask these questions but in their mind they need to be assured of the answers.
1. Exactly What Are You Proposing? Prospects won't buy unless they know exactly what you're offering them. Make sure your proposition is simple and easy to understand.
2. What's In It For Me? Tell prospects how they will benefit by using your product or service. Describe in detail how their life will improve if they buy what you're selling - and why it's worth the price. Prospective customers don't really care about you or your company. They only care about how they can personally benefit.
3. How Fast Can I Get It? The faster you can deliver your product or service the more sales you'll get. Consider offering an option for overnight delivery if you sell something that cannot be delivered immediately after being purchased. Oftentimes that option alone will increase sales.
Why Should I Believe You? A prospective customer will not buy from
you until you remove all doubt in his or her mind that you can and will
deliver exactly what you promise. Testimonials are a powerful tool in
order to establish trust. They provide proof you've already delivered
satisfaction to other customers.
How Do I Get It? Did you ever walk out of a store empty handed
instead of waiting in a long line for somebody to take your money?
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Patricia Kopp. Visit www.creativeBUSINESSworks.com for more
original content on marketing tips, sales strategies and business
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