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| Dec 15, 2006 3:56 am |
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re: re: re: re: I Need Fresh Ideas |
Denise Michaels
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Hi Robert:
Okay - if you really "get" this it will rock your world.
Most people who sell - talk with customers (particularly business customers) about their goals and objectives. The missing link is that what's much more compelling and important to a customer is their core values - not goals and objectives. If you can sell to their core values AND their goals / objectives you will have a powerful 1-2 punch.
I have a little dialogue of four questions I share with my mentoring clients that helps them discover a customer's core values AND make the cause and effect link between working with you and getting more of those core values. The things that really make their dreams come true. When you ask the questions that draw forth getting more of their core values and link them with doing business with you - you'll get a yes to the idea of doing business with you about 80-90 percent of the time.
See, it's not about surprising people. You want to surprise them because you're probably bored with the same approaches that seem tired to you. But it's not about you - it's about your customer. Remember Radio Station WIIFM (what's in it for me).
All the best,
Denise Michaels
Author, "Testosterone-Free Marketing" Private Reply to Denise Michaels (new win) |
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