Customers don’t want to buy. Why should they buy anything?
What they’re willing to do is spend money to have problems solved.
They have a challenge, a pain, or they have a gain, and they’re looking for solutions. The more I can do to uncover that, the more successful I’m going to be as a salesperson when it comes to price.
1. Customers want ROI.
They want to know that they’ll be able to spend money and get something back in return. If they spend money on this, it’s going to help them achieve something significant, which will provide them with a greater return.
ROI can be in a number of different ways. It may just be satisfaction, time savings, a reduction here, or this helping over here.
We have to do everything possible to help the customer understand the problem that they have, and create a value proposition that’s going to deliver the ROI that they’re looking for.
2. They won’t buy, but they will invest.
When I’m presenting a proposal to a customer, I like to frame it up in my mind that I’m not looking for them to buy. I’m looking for them to invest. I’m thinking in my head, is this a good investment for them where they’re at right now?
3. Customers want value.
They want value. They don’t want to waste money.
If I can go through and answer each one of these questions, each one of these things I put out for you here today, you’re going to be more successful as a salesperson
Check out Mark’s new book!
Some of today’s blog content I’ve lifted from my new book, The Making of a Mind for Sales.
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What can you learn about sales pipeline from ‘Tommy Boy?
Explore the significance of having multiple deals in your pipeline and the art of asking with finesse.
Focus on the Buyer
w/ Carole Mahoney
Learn the importance of asking the right questions to help buyers feel comfortable and confident in their decisions.
Ep. 222 drops Wednesday, 7/17/2024!
Copyright 2024, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
