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Originally Posted by Timwelch
I think your sales message should be what you truly believe your product does for people. The questions in the buyers mind is: why should I buy from you? Why should I listen to what you have to say? What's in it for me?
...Focusing on the customer, and their needs and wants, is the way to go in my experience.
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For many customers, their needs and wants are often decided by emotions.
When I owned a specialty themed gift store in a mall, I trained my employees to realize that if someone walked into the store, the interest in the product was a given. It was their job to step that interest up to an emotional desire, and then to close by making it an immediate "need". In all great honesty all we really sold was permission to act on an already established desire.
Looking at pre-owned manufactured homes, there is a given desire to make the sales process as quick and easy as possible for both the buyer and seller.
I'll base my sales message on fulfilling that desire. I'll take what is often preceived as an time-consuming (thus expensive), emotional headache, and turn it into a time-saving, extremely cost-effective, headache-free experience. Again, all I'll really be selling is permission to act on an already established desire.
Pam