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Add You - Selling Isn't Selling-It's Problem Solving and Filling Needs
As you begin the process of considering a home-based business you're going to see a lot of opportunities that make you scratch your head, wondering if it's all hype and do people really buy this stuff? I've put together this simple report to help you make sense of the many opportunities you have to consider.1) Would I buy the product? When you consider the many products and services available to you, it's important to ignore the opportunity side of things first and consider t
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different ca
You and your co-workers have seen all the tell-tale signs: Closed door meetings, elimination of overtime hours, senior management meetings with HR and so on. You can feel that change is in the air and you work in a department that is not an income producer. What should you do? What if you are laid off?BEFORE THE LAYOFFSAVE FOR A RAINY DAY: It's time to batten down the hatches and start saving for a rainy day if you haven't done so already. If you already have
So what is selling?
Selling is problem solving through the fulfilling of someone’s needs.
No mater what product or service you are selling, your clients and customers come to you hoping you can solve their problem. Of course they don’t always see it that way themselves, and, all too often, you or your staff fail to recognize it either.
If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?
To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that fall into one of these general categories. Therefore, buying is motivated by a need based on one of the above elements of Maslow’s Hierarchy.
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different cat
The definition of vortex is a spiral motion of fluid or air that sucks everything near it toward its center. All marketing and communications professionals have been sucked into an editing vortex like a dust bunny into a power vacuum at some point during their careers. It's a rite of passage.Here's the scenario: You're working on a new, exciting project. It's an annual report. You have all the players in place: copywriter, designer, photographer, editor, your supervisor (or boa
Selling is problem solving through the fulfilling of someone’s needs.
No mater what product or service you are selling, your clients and customers come to you hoping you can solve their problem. Of course they don’t always see it that way themselves, and, all too often, you or your staff fail to recognize it either.
If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?
To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that fall into one of these general categories. Therefore, buying is motivated by a need based on one of the above elements of Maslow’s Hierarchy.
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different ca
The following cover letter sample gives an idea of what most job hunters should do when composing these. It consists of only a very few paragraphs, and is therefore short and easy to read. The reason for this sample being short is simply because hiring managers are extremely busy and will not read long letters. They may glance at them, or skim them for statements that jump out at them, but they probably will not have time to read them. Use this sample when composing your own cover
If you really want to totally understand the selling process, one of the best ways to do this is to look at it from the buyer’s perspective. What problem (need) are they expecting you to solve? Where does it originate? And what is the main motivating factors driving that particular buyer’s need?
To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that fall into one of these general categories. Therefore, buying is motivated by a need based on one of the above elements of Maslow’s Hierarchy.
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different ca
With the number of telecommuters increasing every year and the amount of workers who bring work home with them at night or on weekends, it's no surprise that more and more folks are setting up an office at home.For some, putting together a home office is as simple as purchasing a laptop and having a free outlet. They can work anywhere. For others, it isn't quite that easy.What you'll need for a home office depends on a number of things: how your office will be used, ho
To do this it would help to have at least a basic understanding of Maslow’s “Hierarchy of Needs”: Self-Actualization, Esteem, Love, Safety and Physiological. Maslow writes that all human behavior is motivated by unsatisfied needs that fall into one of these general categories. Therefore, buying is motivated by a need based on one of the above elements of Maslow’s Hierarchy.
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different ca
Ted Nicholas, the author of “Magic Words That Sell” once said,“Marketing mistakes are by far the primary reason businesses do not survive. This includes companies which consider themselves direct marketers as well as those who do not”.Of course Ted is quite right make mistakes in marketing and you’ll end up paying through the nose with absolutely no results. Yet companies continually make mistakes in sales.They waste the opportunities tha
For our purposes we can group most, if not all, of your clients needs and Maslow’s Hierarchy into two different categories:
Physiological Needs - Basic needs such as air, water, food, sleep, etc. For the most part these are needs that one cannot live without.
Psychological Needs - Love, esteem, self-recognition, recognition by others, acceptance.
Think about the products you sell and which of Maslow’s categories is motivating the need for your product.
For an in-depth understanding I suggest you Google Maslow’s “Hierarchy of Needs” and read more. The theory is not all that complicated and should be “a must read” for anyone making a living from selling.
Selling Benefits not Features.
Okay, so now that you understand that your customer has needs, you have to know how to satisfy them. You satisfy their needs (solve their problems) by giving (selling) them the “benefits” of your product that go directly to solving their problems, not by trying to sell them “features” that have little or no value according to your client’s needs.
For example, if you are selling automobiles, and your prospect is a young married couple with rug-rats in tow, you probably don’t want to be showing them all the fancy
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