FEAR FACTOR
Seth Godin had a wonderful blog post the other day on the Marketing of Fear. His posts as most are very articulate. The notion exists in selling that consumers have pain and pleasure. Sales training schools and many managers instruct sales forces to sell the pain.
The truth is that no consumer desires to be reminded of the pain they undertake. Clients today desire some very fundamental traits from selling professionals: trust and respect. Clients want to know you understand the issue, researched their objectives and can expeditiously provide value in solutions.
Refrain from FEAR FACTOR and create relationships with clients. Deter the notion of pain and begin to ask provocative questions that align with objectives to gain immediate results
The truth is that no consumer desires to be reminded of the pain they undertake. Clients today desire some very fundamental traits from selling professionals: trust and respect. Clients want to know you understand the issue, researched their objectives and can expeditiously provide value in solutions.
Refrain from FEAR FACTOR and create relationships with clients. Deter the notion of pain and begin to ask provocative questions that align with objectives to gain immediate results
Labels: sales and marketing, sales skills, sales strategy, selling effectiveness
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