If you’re in the sales business, you may be thinking about what your product is, what your service is, what the features or benefits are, but really, what you’re likely selling is a transformation. Your customer’s coming to you for a change, particularly within the service industry. You want to offer them a way to get from where they are to where they want to be, and your customers are going to be looking to you to deliver that change, that difference. They don’t necessarily care what you’re delivering. They don’t necessarily care how you’re delivering it. They want to get from point A to point B. They have a need.
Your job is to sell that transformation, that move from where you are or they are to where they need to be. Really, they don’t care about the process.
What’s been your experience with working with customers? How do you package yourself? What benefits do you offer? What transformation are you selling? Join us in the comments below.
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This posting is intended to be a tool to familiarize readers with some of the issues discussed herein. This is not meant to be a comprehensive discussion and additional details should be discussed with your attorneys, accountants, consultants, bankers and other business planners who can provide advice for your circumstances. This article should not be treated as legal advice to any person or entity. Freeimages.com/photographer Se hui Kim.
About the Author
Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment (www.rshawnmcbridelive.com) , gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can reach R. Shawn McBride at firstname.lastname@example.org or (214) 418-0258.
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