If you can make them laugh, you can make them buy!ĩ. Engage me and you can make me convince myself.Ĩ. If you can’t get in front of the real decision maker, you suck.ħ. It’s all about value, it’s all about relationship, it’s not all about price.Ħ. Personal branding IS sales: It’s not who you know, it’s who knows you.Ĥ. Prepare to win, or lose to someone who is.ģ. The 12.5 Red Principles of Sales Greatness:Ģ. What’s your biggest fear? Speaking, rejection, or failing? What’s the difference between failure and success?
How to use the principles of this book to succeed. How many are hot for you? I’ll bet that’s a (way) smaller list. Register if you are a first time user, and enter WHY THEY BUY in the RedBit box. It amazes me that this answer is so obvious, yet so overlooked.įree Red Bit: Want a list of “why they buy” questions to ask? I’ve compiled a list of a few questions that will get the session started. But the bigger question is: Why do YOUR customers buy? Think you know? Want a cold slap in I have given you some answers as to why customers buy. Craft six questions about how you meet their needs and what they look for in a vendor/partner.Ħ. Tell them that there are also 15-20 minutes worth of questions you want to ask them about how to strengthen your relationship.ĥ. Invite them to a seminar about how to build THEIR businessĤ. If you discover yours, selling will be a snap.Ģ. Well, there are a few reasons to get your thought process going. My salesperson is a valuable resource to me. I perceive that this product or service will increase my profit.ġ2.5 I perceive that my salesperson is trying to help me build my business in order to earn his. I perceive that this product or service will increase my productivity.ġ2. The price seems fair, but it’s not necessarily the lowest.ġ1. I feel that there is a fit of my needs and his/her product or service.ġ0. I perceive a value in the product that I am purchasing.ĩ. I perceive a difference in the person and the company that I am buying from.Ĥ. That’s not the life cycle, that’s the life cycle of sales.ģ. When making a buying decision, saying, “I trusted that guy, but I sure didn’t like him.” Like leads to trust. Started out saying, “Your customer does not have to like you, but he does have to trust you.” What an idiot. I got a quote the other day from someone claiming to be a sales expert. NOTE WELL: Liking is the single most powerful element in a sales relationship. Straight from the mouths of customers, from every type of business. They are in no particular order, but they are valid reasons, which were given to me I am going to present a collection of elements as to why customers buy. If these sound familiar to you, you may be in the big club. They claim to be satisfied with their present supplier.Ĥ.5 You are complaining that the economy is slow. Proof? Let me share with you the early warning signals that prove youģ. You may think you know why they buy, but you probably don’t do anything about it. Ten dollars on “why they buy.” And “why they buy” is all that matters. It never ceases to amaze me that companies will spend thousands of hours and millions of dollars teaching people “how to sell,” and not one minute or not I have just spent three days in our studio interviewing the customers of my customers, asking them “why they buy.” And the answers are a combination ofĬommon sense, startling information, overlooked issues, and incredible opportunity. “Why do people buy?” is a thousand times more important than “How do I sell?” No, let me correct that…it’s one million times more important than “Howĭo I sell?” No, let me correct that…it’s one billion times more important than “How do I sell?” Get the picture? “Why They Buy” An answer every salesperson needs. Sales greatness: how to make sales forever / Jeffrey Gitomerġ Selling. Jeffrey Gitomer’s little red book of selling: the 12.5 principles of Library of Congress Cataloging-in-Publication Data
The author may be contacted at the following address: To order additional copies of this title,Ĭontact your local bookstore or call 704.333.1112.
The Little Red Book of Selling is a registered trademark of Jeffrey Gitomer. Must be obtained in writing from the author. Or by any information storage and retrieval system, Published by Bard Press Austin, Texas Permission to reproduce or transmit in any form or by any means,Įlectronic or mechanical, including photocopying and recording, Your job as a master salesman is to create an atmosphere where people want to buy.Įxcellent cartoons © 2005 by Randy Glasbergen All rights reserved. People don’t like to be sold, but they love to buy.