Michael Newman’s latest ‘e-Wealth Daily’ article is titled “Understand Why People Buy”. [‘e-Wealth Daily’ Article]


Michael Newman’s latest ‘e-Wealth Daily’ article:

Understand Why People Buy

More often than not, people won’t just buy things because they exist, but rather because they fulfill a specific need or bring a problem to an end. Therefore, people don’t go into The Home
Depot because they want screws or a drill. They go because they need to build something. In actuality, they are buying a tree fort for their children, a new bathroom, or perhaps a shelf for their tools. At its essence, every material thing or service people purchase is merely a means to an end. Knowing this, it becomes your job to sell them on that end, not necessarily the item.

This means that you’re not selling an accounting service; you’re selling a worry-free period during tax time when most people are running around like crazy trying to fill out their tax returns.

Don’t focus on all the small details of how what you’re offering works; show your customers what it will do for them, how it will make their lives better and why you are the best option to deliver it.

A common mistake many so-called salespeople make is that they are not focused as much on their customers’ needs as they are on closing the deal. Herein lies the problem: if you aren’t clear on what the customer is looking for, how can you effectively satisfy their needs?

The key is to personalize each item you sell so that it can directly solve said customers’ specific needs. The only way to do this is by listening closely to what they have to say. In order
to do this effectively, you may want to schedule some extra time when you’re meeting with clients in order to allow them to ask you all the questions they need, while allowing you the
opportunity to ask a number of questions that can better prepare you to make the sale.

Some of the questions you can ask are regarding what the customer is looking for, what they generally think of this type of product, what they are looking to spend, how they feel about
the competition, and when you can expect to hear from them.

In addition to broadening your knowledge of the customer, this tactic also makes you look concerned and compassionate; things that go a long way in building trust.

For any sales situation, research and a firm knowledge of what you’re selling and who you’re selling to are essential.

Don’t “wing it.” If you do, the people your meeting with will know it and they will likely take their business elsewhere. Approach your meetings with a clear plan. This shows the potential client that you have their interests in mind, you care about what you’re selling and you are a trustworthy individual. I know it seems like a lot, but it’s quite easy to tell an organized, committed person from one who is not. It also says a lot about you.

In my next article, I’ll be back with more selling tactics that can help you grow your company.

e-Wealth Daily

About e-Wealth Daily

The e-Wealth Daily Bulletin brings you daily tips, advice and breaking news related to home businesses, small businesses and internet marketing. Our team of experts gives you the information you need to take your business pursuits to the most profitable level. Founded by Adrian Newman in 2003, the e-Wealth Daily Bulletin and www.ewealthdaily.com are a division of Lombardi Publishing with online newsletters reaching over 100,000 subscribers each month.

* IMNewsWatch would like to thank e-Wealth Daily for granting permission to reprint this article.

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