Bring on the PAIN | 430

Sales Influence - Why People Buy!

Creating a sense of urgency and demonstrating the tangible value of the product or service is crucial in driving sales and motivating customers to make a change.

• Create a sense of urgency to overcome status quo bias and encourage customers to buy.
• Show the customer that the pain of staying the same is greater than the pain of change to motivate them to move forward.
• Use ROI calculators to show customers the cost of investment in your system.
• After 18 months, you'll get your money back and there's a lot of upside, so use ROI calculators and break even points to show the customer.
• Show customers how not having certain features or services is causing them to lose market share, create urgency by demonstrating cost reduction and tie it back to their ability to be more competitive and grow their business.
• Operational cost and opportunity cost are important to quantify and communicate to customers in order to show the tangible value of what they're missing out on.
• Quantify the customer's pain and position it as greater than the pain of change to create urgency and drive sales.
• Selling is about understanding the customer's pain, positioning the solution, and taking care of them, not about the speaker.

Summary for: https://youtu.be/ejmFqZxCcF0 by Eightify