When potential customers ask you about your products or services, it's only natural to focus your discussion on value and benefits. The problem is when customers are deciding whether to do business with you, they of course want to know about your products/services; but they also - often subconsciously - are trying to determine your motives. They may suspect you're just trying to maximize the purchase price to serve your own needs. That's why to build greater trust, it's helpful to point out for your customer a few ways for them to save money on the purchase, or even suggest things they could do themselves (rather than paying you) and save even more. By demonstrating that you're looking out for your customers' interests, you become positioned less as a 'salesperson' and more as a trusted advisor.
Today's Chuckle:
On the first day of school, a Kindergarten teacher asked, "If anyone has to go to the bathroom, hold up two fingers." A little voice from the back of the room asked, "How will that help?"
Like to forward or reprint this tip?
We have some options to make this easier for you. Click here for a printer-friendly CDrom with all Jeff's tips. Click here for Jeff's book with 101 top tips. If you'd like to cut and paste any of our tips or articles from our website, you are welcome to do so providing you include the following bio and contact information after each tip or article.
Jeff Mowatt, B.Comm., CSP is a professional speaker and best-selling author who works with organizations who want to strengthen customer loyalty, increase spending per customer, and recharge customer service teamwork. To inquire about engaging Jeff for your team, email us at info@jeffmowatt.com or call toll free 1-800-JMowatt (566-9288). Web: www.JeffMowatt.com
Click here for Jeff's Latest Tip
and to Subscribe for FREE updates
Copyright© 1992-2010 JC Mowatt Seminars Inc. All rights reserved.
