Wednesday, November 09, 2005
Three Key Questions of Selling
The second question deals with your credibility. There are others out there who offer the exact same solution. Why should those customers buy it from you? Why not look for somebody else?
Find your USP (Unique Selling Proposition) that makes it advantageous for them to buy it from you rather than from someone else. Whether it's the fact that you have years more experience, quicker shipping, better bonuses—whatever—make sure you communicate something that makes it imperitive that they buy from you.
The final question deals with timing. Why buy it now? Why not sleep on it tonight? Or for a week? Or for a month? Or for a... now what was that I was thinking of buying, anyway?
You don't want them to wander off to likely never make the purchase from you. You want to give them a reason to buy now—a deadline, a special offer—something to put a fire in their pants to pull out their credit card right now. If you consistently provide solid answers to all three questions, you greatly increase your sales.
Jeff
Just a quick one tonight: the three key questions of selling. These are questions that need to be answered in any sales process.
- Why should I buy this product?
- Why should I buy this product from you?
- Why should I buy this product from you now?
The second question deals with your credibility. There are others out there who offer the exact same solution. Why should those customers buy it from you? Why not look for somebody else?
Find your USP (Unique Selling Proposition) that makes it advantageous for them to buy it from you rather than from someone else. Whether it's the fact that you have years more experience, quicker shipping, better bonuses—whatever—make sure you communicate something that makes it imperitive that they buy from you.
The final question deals with timing. Why buy it now? Why not sleep on it tonight? Or for a week? Or for a month? Or for a... now what was that I was thinking of buying, anyway?
You don't want them to wander off to likely never make the purchase from you. You want to give them a reason to buy now—a deadline, a special offer—something to put a fire in their pants to pull out their credit card right now. If you consistently provide solid answers to all three questions, you greatly increase your sales.
Jeff
Comments:
Post a Comment
© 2005, 2006, 2007, 2008, 2009, 2010 Jeff Baas, One Stop Web Support
