From the author:
The personality decides!
What do you do first when planning a new purchase, for example a new TV? "Googling" then you also first the latest models and are then effectively overrun by the offer? And why do we usually choose one and not the other?
This goes to most of us, no matter what products and services we are looking for: how to compare first. For sellers, this means that they must be comparable, anytime, anywhere. Therefore, good prices and good, clearly recognizable achievements at the first glance are important!
Trust is important!
But then comes the second step: what should potential customers do if you have so many similar offers? Since it is so challenging today to differentiate themselves from products and services, good sales people must also bring their personality into the sales process.
The customer should know who he has bought something from, he should remember you as a person so that he comes back to you when it comes to the next purchase. When the going gets tough and the facts of a bid are comparable, then those so-called "soft factors" count.
The visual shopping experience
In addition, we should think about the biggest buying motive of our time: trust. The customer wants to trust, unfortunately, it is unfortunately often made very difficult because he does not feel that it is really about him, but to profit for each Company.
If you as a seller really puts the needs of your customers in the center, the one does not exclude the other, on the contrary, the more you listen as a seller and make the right conclusions, the less discussions will be about the price.
Install the internal projector of the customer
Anyone who still manages to throw in the "internal projector" of the customer and offer him a shopping experience in which he can visualize what will happen and what will be when he first uses your product, has the emotional selling applied as it should be.
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