Your Personal Sales Trainer
When people buy, they buy from people they trust.
When you are selling a product or a service, you must first make sure your prospect understands how what you are selling will solve a problem, and you must be a professional whom the prospect can trust.
The key elements of thought that lead to a buying decision are the following:
- The prospect has a problem and knows it.
- The prospect understands how your products or services can solve the problem.
- The prospect trusts your company to deliver.
- The prospect trusts you.
- The prospect knows when the decision needs to be made.
Once people realize they have a problem, understand what the solution is, and believe that your company is the one they should chose; then the decision-making process is much easier for them. Oftentimes, however, unless you have gained their trust and identified a time they will purchase, a decision is not made, and the sale is lost.