December 13, 2016


“It isn’t what you think you’re selling that counts. It only matters what they client thinks they are buying. In other words, see the whole transaction through their eyes and match what you offer to their wants, lifestyle, and their view of the world.” – Sean McPheat

We often sell the features and benefits that we would find most useful. In doing so, we tend to sell more of the products and services that we personally use. There is a difference between believing in what you sell and believing that you’re selling the best service for YOUR CUSTOMER. We may find satisfaction in only offering the things that we personally use, but in turn we are likely ignoring the person that matters. The customer may and likely does differ from us in many ways. So craft your presentation to meet the needs of your consumer.
Have a great day,

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