Marketing
People Buy From People They Trustby Tim Connor
Has selling really changed all that much in the past 50 years? Those of you who have been selling for less than 5 years most likely will answer that question with a "no." Those of you with battle scars going back into the 60s, 70s and even the 80s, may answer with a resounding "YES." Then there may be those of you who just are not sure or can't articulate it.
Some things have changed. Some have not. What has changed, from my perspective with over 35 years selling and teaching sales? Here are a few:
People have better, quicker and easier access to information about your products/services and those of your competitors.
People want you to help them make better informed decisions.
There are three major segments of prospects: millions of baby boomers, millions of retired folks, and millions of people under the age of 35 who have lots and lots of money.
More women are in positions of influence.
There are increased opportunities to sell to people from different cultures.
There are fewer layers of management to go through to get to your decision maker.
Technology is changing buyer buying patterns and attitudes.
People will not live very long with poor quality or poor service. They will do business with your competitor.
Your prospects have an increasing number of options, choices and vendors to purchase from.
How about what hasn't changed?
People still buy what they want and desire.
People still want a fair value.
People do not want to be lied to or misled.
People do not want to pay too much to solve their problem or satisfy their wants/needs.
PEOPLE BUY FROM PEOPLE THEY TRUST.
PEOPLE DO NOT BUY - JUST BECAUSE THEY MAY LIKE YOU.
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Tim Connor, CSP, is a professional speaker and expert in the fields of management, sales, team building, and customer service. He's the author of 19 books and can be reached at 704-895-1230, speaker@bellsouth.net or www.timconnor.com.
