Sharon Sayler

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You may know your business inside and out. You may be an expert in your field… But do you really know why your customers buy from you… are you selling what you think you are?

 

The best question to ask is “What do my customers really want?”  Every second of every day stay focused on clear, specific, and detailed solutions, benefits and advantages that appeal to your prospects.

Clearly define the root of your prospects’ problems and needs. Identify their Urgent Needs and Compelling Desires and then offer them an Invest-able Opportunity and you’ll be booked solid in no time.

WRITTEN EXERCISE:

Develop a list that starts to identify what your clients are actually buying when they are buying your services.

What are your clients’ Urgent Needs?

1. _____________________________________________

2. _____________________________________________

3. _____________________________________________

What are your clients’ Compelling Desires?

1. _____________________________________________

2. _____________________________________________

3. _____________________________________________

What Invest-able Opportunities are you offering your clients?

1. _____________________________________________

2. _____________________________________________

3. _____________________________________________

Now, every time you communicate in person, through writing, on the internet, in an advertisement, on the phone, etc… articulate and re-articulate these Urgent Needs and Compelling Desires and the Invest-able Opportunities that you offer.

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