Helping Buyers Decide
Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why…
Do you sit and wait for your buyer’s to close? They need your solution. They like you. They are OK with the price.
Your product is not the reason people buy. It should not be your initial focus with prospects.
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.
As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect…
Do you know why so many prospects that need your solution don’t buy? If ‘need’ were the only buying criteria, you’d be closing a lot more.
First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasing an external fix and […]