There are major shifts happening in the sales world.
Call it buyers' empowerment. Before they even call or make inquiries, they are already familiar with what you offer, scouted around for the best price, quality, and features, asked around for feedback and comments, and almost always ready to buy.
What sales and marketing folks forget is that, instead of ramming through all the features, benefits, and salient points of your services and products, they need to ask the buyer, these probing questions:
1. Why did they come to them?
2. Who they consulted/checked first?
3. What are they looking for outstanding value? as it relates to need
Once you know the answers to your questions, you can create an irresistible offer that is incomparable from all the places they had visited/consulted. Emphasize what owning the product or service will have on the quality of their lives or relationships or health or status.
Don't forget people buy, not based on logic, but on emotions.
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