In this commoditized marketplace, prospects wonder, “Why should I do business with you?” This requires that we think and act as marketers, not as merchandisers. What is the difference?
Merchandisers focus on and talk about their plans, their process, the products, the pricing, the platform, etc. They almost always focus on winning business on price or some vague “promise” designed to convince people to say yes.
Marketers focus on the people! They know who they are, what they likely need, and talk about the outcomes they will provide. They win the business on the value they demonstrate.
Top sales and marketing people know that having clarity about the outcomes they deliver is the greatest motivating factor for not taking “no” as an answer.
Confidence and belief are not ego—they are conviction in the value you deliver!
If you don’t believe in or know exactly what you do, your prospects and clients won’t either.
What is the outcome you and your team deliver? Is it written down? Do you articulate it as the reason why people should do business with you? Is it how you define your work?
If not, we should talk. Feel welcome to reach out.
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