Guess which one is at the bottom of the list.
It’s price.
A recent survey taken by Alpha Marketing identified these eight leading reasons why customers buy:
- Credibility
- Quality
- Company reputation
- Level of service and support
- Reliability of salesperson
- Responsiveness to complaints
- Ability to meet deadlines and
- Price
Your salespeople should focus their selling efforts on these factors. The information is useful only if it’s communicated clearly and effectively. Communicating is more than the ability to use compelling words when describing products or services to customers.
It means asking the right questions, listening and demonstrating understanding when the customers speak. It also means directing the discussion and focusing on the customer’s priorities and interests.
Good salespeople actively listen to customers’ comments to confirm their understanding of their needs and to determine their level of satisfaction with current products or services.
They never stop asking questions or presume they understand the customer’s business so well that they don’t need to check their assumptions when developing solutions.
If your salespeople develop a strong reputation for being responsive, innovative and reliable, they’ll be in demand, regardless of the competition or economic climate.
