Sales Techniques Of Selling Ice To An Eskimo
Posted by Goody on 05/11/08 in Business
Everyone has a way of doing the things they do. From the way you choose where to go to dinner, to the way you decide what to wear to work. The actions you take and the decisions you make follow a certain pattern. You have your own individual way of coming to a decision, and of getting yourself to take action. When buying a product/service you might not even realize that there are specific steps you take each time you make a purchase decision. It would be pretty inefficient to use arbitrarily chosen steps to make a decision every time you had to make a purchase. We have consciously or unconsciously developed a specific combination of feelings/thoughts within ourselves that will cause us to “make sense” of the purchase decision, and buy. If we know the exact steps a person takes when making a confident purchase decision than we can provide our product/service in the manner necessary to create the sale. It is much easier and wiser to use a pre-existing system - in this case a comfortable buying strategy, than to try to create a whole new buying pattern.
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