Why Do People Buy

The age old question and the one that every business is constantly battling with, but which they need to master to enable their business to succeed !!!

The answer to this can not summed up in one short newsletter, but we will be working on this in future newsletters to give you tools that can assist you in mastering the sales process. Why is this so important?

You can have the best product, the best people and the best business, but unless you can get potential customers to buy from you, then the future success of the business is limited.

Before we get in to the strategies for improving sales, we must first understand what makes people buy. People buy based on their needs and wants and the way you approach these two different aspects will assist in determining your success. Having said that, no matter what the reason for the purchase, there is always going to be a level of emotion in a purchase and you need to be able to identify what that emotional trigger is with your potential purchaser.

You may have a process in place that you and your salespeople use that may be giving you mixed results. Your going through the process and you think you have the purchaser, but when it comes to closing the sale you do not win the business.

It can be frustrating, but it comes down to understanding why they did not purchase. In most cases the purchaser was not comfortable with because you did not accomplish the three musts that are needed to enable a purchaser to buy.

1) The purchaser must love your product or your service

2) The purchaser must love and trust you

3) The purchaser must love and trust your company

Until you have established the above three musts with the purchaser they will not buy. These three musts need to be continually established throughout the buying cycle, not when you are closing at the end, no matter what you are selling. It is imperative that your sales process involves lowering the purchasers threshold to buy by achieving the three musts in closing a sales.

KEY TIP: You should be working on closing a potential purchaser from the first time you make contact with them and right through the sales cycle.

How is your sales process? Does it deliver the results you require or are your team missing potential sales. If you would like to find out more about how to Influence, Persuade and Sell for Success, contact us on 1300 323 133.

What’s your networking agenda?

A friend of mine joined a networking group to gain referrals from other members, but found himself under pressure to hand them out, too.
 
 
A few months on he realised that the leads he was receiving from members of the group were far from his ideal clients, and that being so heavily referral focused meant the group failed to provide the personal support he was looking for as a relatively new soloist.
He switched from his original, highly structured, networking group to one with a similar level of commitment, but a more relaxed approach and was relieved to no longer be on the lookout for referral opportunities morning, noon and night.
The new group proved to be a real turning point for him.
“I’ve only picked up two or three referrals from the members of my new group,” he told me, “but I’ve gained more than 30 new clients by applying the advice they’ve shared with me.”
“ Armed with the understanding that his ideal client lives or works within a very small radius of his place of business, he is busily putting himself out there in our local community. ”
This is a far better fit for Garry than the original, pushy group. The new gang have helped my mate realise his business can gain a lot more from his networking than simple sales, and that has spurred him into action.
Armed with the understanding that his ideal client lives or works within a very small radius of his place of business, he is busily putting himself out there in our local community. He’s chatting with shopkeepers and people at bus stops, volunteering for the kids’ soccer team, and setting up opportunities for other locals to connect with each other.
In some contexts, this approach could feel a little creepy, but in Garry’s case it doesn’t, because it’s a natural fit with his outgoing personality. More importantly though, it’s because when he approaches you for a chat, you instantly sense he has no hidden agenda.
No sales pitch, no e-mail newsletter signup, no hassling you to take his business card. Just a genuine interest in people, a thirst for exchanging ideas, and an open mind about where the conversation may lead.
Have you thought about your own networking agenda lately? We’d love to know more about what works for you, and what doesn’t.

Are You Starting a Business ?

20 Questions To Ask Before Starting A Business
 
Entrepreneurs
Review these questions to gain insight into whether or not starting your own business is the right thing for you to do.1. What type of business do you (want to) have?

2. What is the purpose of this business?

3. Describe your key message or phrase for this business in one sentence:

4. What is your reason for starting your own business?

5. What is your product or service?

6. Can you list three unique benefits of your product?

7. Do you have data, brochures, diagrams, sketches, photographs, related press releases or other documentation about your product/service?

8. What is the product application? How can you use it?

9. What led you to develop your product?

10. Is this product or service used in connection with other products?

11. List the top three objections to buying your product/service immediately?

12. When will your product or services be available?

13. Who is your target audience?

14. Who is your competition?

15. How is your product different from your competition?

16. What is the pricing of your product versus your competition?

17. Are you making any special offers?

18. What plans do you have for advertising & promotions?

19. How will you finance growth in your company?

20. Do you have a management team in place to achieve your goals?

 
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