Sunday, January 31, 2010

Are you making the decision process SIMPLE for your customers?

How many of us would like to over achieve our numbers/goals? Next time you go see your potential customers think about the process from their eyes/shoes.

Why do they need your product or service? Will this purchase assist in achieving their goals faster? What are the compelling events that make this purchase at the top of the list? How does this make the customer money or save the customer money? At the end of the day isn’t this why people buy?

You should be going in ready to close the transaction so have all the necessary paperwork. The worst thing that you can do is a buyer that has to do work for the transaction to be complete or make them wait…! At any time the customer could say “forget it!” especially in these financial times.

Budgets are being cut all the time. Highly recommend leading with an agenda so there is no mystery to why you are meeting and this will provoke dialogue. If you need assistance on creating an agenda I can assist you. A friend of mine, Steve Walmsley wrote a great book that hits the mark on this topic. “Stop Selling…Do Something Valuable”. A very easy read and will assist you in how you can create an effective agenda thus achieving your goals.

The next time you ask for the business make sure you are ready to provide the product or service. It’s that simple.

Make it a great day!

By Kyle McGuffin

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