‘6 Ways to Stop Selling and Get More Customers Buying’ – ‘Entrepreneur’ Blog
Martin Zwilling says, “Making more sales quickly today is no longer about selling. It’s all about getting customers to make a buy decision. Customers are more in control of their buying decisions than ever before, with the wealth of alternatives and information available online, and interactive access to sources they trust via social media. They don’t want to be pushed into a sale, but they love to be pulled in by what is important to them.
Thus, it is critical for sales and marketing people to spend more time understanding what motivates their customer decisions today and less time pushing for a fast close. It means more focus on the customer buying process rather than the customer selling process.
Here are some specifics I recommend to accomplish this.
1. Get the view from the customer early by talking to real people.
With interactive social media and customers anxious to provide input, companies no longer need expensive customer panels and market research to get a true customer perspective. It’s important to do this early and continuously, since needs and motivations change quickly“.
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