What do your customers “BUY“?
Remember that when you develop any new product or service solutions, or when you identify with your existing products and services, you need to think from a “TRANSFORMATIONAL” perspective.
Get started by asking meaningful questions, so that you can focus on understanding your customers, real intrinsic needs, values and expectations. This will help you to identify the “POSITIVE TRANSFORMATION“, they need and expect, as a result of choosing to use, your product or service.
To do this effectively, acknowledge where your future customers are, but ensure that your thinking and processes are transformational.
In other words, remain focused on the desired outcome or the improved state that your future customers will experience, after using your product or service.
Contrary to common belief, your customers do not buy the features of your product or service, they don’t even buy the benefits and advantages that your product or service offers.
What your customers actually buy from you is “TRANSFORMATION“.
They want to know how your product or service will help them to optimise, improve or support them achieve their desired outcomes.
In other words, your future customers want to know how your product or service is going to support them to achieve an optimised state, if they choose you as a “SUPPLY PARTNER”
When someone buys my sales training services, they are not buying “Sales Enablement Solutions“, they are buying “TRANSFORMATION“.
They are buying the end result, namely:
“IMPROVED SALES PERFORMANCE AND AN OPTIMISED BOTTOM LINE“.
The same is true for any other product or service, which you may be selling.
Sit and introspect for a moment!
WHAT “TRANSFORMATION” CAN YOUR CUSTOMERS EXPECT, AS A RESULT OF USING YOUR PRODUCTS OR SERVICES“?