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Answer Upon - Why We Buy - to Avoid PAIN!
Marketing - A Juggler’s Art:Marketing, in more the one way, is like juggling. This strange analogy will become crystal clear if we take a close look at it. Just like the juggler the marketer too has to do these things to thrive in his business: first, he has to hook his audience; gain their attention through several jazzy tricks; and then hold their attention by still more innovative juggling. All this he has to achieve without losing balance, focus or steadfastness in the art, the industry, in the marketer’s case. In short, marketing is all about alluring, attracting and holdi
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine w
Read on to know how you would spend your day once you become a Mystery Shopper.A typical day would start around 10 A.M after you get free with all your daily chores and errands. You would then turn to your computer and check your e-mail to see what all assignments you have for the day. After taking a look at the list, you would either select the ones you want, or go for all of them.You then start to get ready for a great Mystery Shopping day ahead!Let’s say your first Mystery Shopping assignment for the day is visiting a grocery shop. You reach the shop and confirm the n
Humans prefer pleasure, avoid pain, seek familiarity and would rather be comfortable than stressed out. Jack LaLane’s famous exercise philosophy of the 1960’s, “No Pain, No Gain” does not apply to most of us.
We all like things to be “just so”, always in line with our expectations. Anything that rattles our comfort zone generally leads to an action response, a reaction, immediate pursuit of problem resolution. Herein lies a fundamental basis for sales professionals to leverage our natural tendency to seek and purchase things that help us avoid pain.
Selling is truly a Painful Process
Most selling situations involve collaborative problem or pain definition between a salesperson and a buying prospect. The sales representative ultimately attempts to educate the potential buyer about how costly it is to them of NOT having his product or service to eliminate their pains.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine w
One of the vital aspects of investing and building your business is adequately protecting what you have worked so hard to build. One of the ways to do this is through proper use of corporations to own both your businesses and your investments. Owning investments in stocks and bonds with corporations can be somewhat tricky so in this article I will be talking about investing in real estate.Consider the following example: you have worked hard over the last several years and your business is starting to take off. You have made the wise decision of forming an LLC, or Limited Liability
Humans prefer pleasure, avoid pain, seek familiarity and would rather be comfortable than stressed out. Jack LaLane’s famous exercise philosophy of the 1960’s, “No Pain, No Gain” does not apply to most of us.
We all like things to be “just so”, always in line with our expectations. Anything that rattles our comfort zone generally leads to an action response, a reaction, immediate pursuit of problem resolution. Herein lies a fundamental basis for sales professionals to leverage our natural tendency to seek and purchase things that help us avoid pain.
Selling is truly a Painful Process
Most selling situations involve collaborative problem or pain definition between a salesperson and a buying prospect. The sales representative ultimately attempts to educate the potential buyer about how costly it is to them of NOT having his product or service to eliminate their pains.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine w
Some time ago I attended three major events, two were well-run, the third was a shambles. All three had a number of speakers and more than 200 hundred people present.The Disorganised EventThis is what happened at one of those events:On arrival, there were two people at the front desk who completely ignored me, so I walked straight in and organised my own stand. (This was a combination expo/seminar event).There were no name tags for stallholders or attendees. Refreshments were non-existant. Even water was unavailable. Instead of briefly wrapping up at the end o
Selling is truly a Painful Process
Most selling situations involve collaborative problem or pain definition between a salesperson and a buying prospect. The sales representative ultimately attempts to educate the potential buyer about how costly it is to them of NOT having his product or service to eliminate their pains.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine w
It can be thought of as managing the “pattern or plan that integrates an organization’s major goals, policies, and action sequences into a cohesive whole.’ These strategies can be either the generic approach to competing or the specific adjustments and actions taken to deal with a particular situation.First, business organizations engage in generic strategies that often fit into some strategic type. One example is “cost, differentiation, or focus.” Another is “defender, analyzer, prospector, or reactor.” These generic strategy types describe the consistent way the company attempts to
Selling is truly a Painful Process
Most selling situations involve collaborative problem or pain definition between a salesperson and a buying prospect. The sales representative ultimately attempts to educate the potential buyer about how costly it is to them of NOT having his product or service to eliminate their pains.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine w
In the past few years, news headlines have screamed of high profile scandals involving big names and companies like Martha Stewart, Enron, and Tyco. Because of these high profile scandals, businesses and individuals are becoming more and more aware of the importance of ethics in the workplace and in everyday life. What role do ethics play in your cleaning business?You will often (and perhaps always) be cleaning your clients' buildings at night when no one from the business is around. In addition, you might have access to areas that have confidential or nonpublic types of information.
Many times in a buy/ sell situation the buyer does not know what his pains are, just the symptoms of the pain. Typically he knows he wants to rid himself of the pain but needs more information from the sales person to determine what it will cost him to do that. Cost manifests itself in many forms, time commitment, effort to be made or monetary investment to solve the problem.
Get Answers to These 5 Key Pain Questions
A skilled sales person must systematically qualify, or better, DIS-qualify the buyer early in the discussion to find answers to five basic questions:
1) What are the prospect pains? (They may not know!)
2) Can I, my product or service effectively eliminate the pains defined?
3) Is the buyer truly motivated to eliminate his pains?
4) Does the buyer have the financial resources to proceed?
5) Who ultimately decides to apply the available financial resources to these pains?
It is most logical that a sales representative must secure answers to these five disqualification questions BEFORE they decide to present their pain solutions, products, information or services to the buying prospect.
This decision to delay presentation, to postpone the “sales pitch”, contingent on systematic disqualification of the prospect takes extraordinary discipline on the part of the sales representative. Most average sales people immediately jump into their presentation having
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