Why Should I Buy From You?

Smart Business Thinking by Jim Whelan

Why Should I Buy From You?

This question is the 600-pound gorilla in the prospect's mind. 

What do YOU look for when making a significant purchase? 

• Low rate? - only if you can take a chance on the outcome

• A fancy glossy proposal? – where’s the meat?

• A description of the work that lacks a clear statement of the outcome and completion date?

No way – you select the vendor that achieves:

1.     A meeting of the minds through shared communications so each party is clear on the process and outcome

2.     Open ended questions that lead to defining the scope of the job and results

3.     Show a track record of delivering on promised results

To achieve trust use a process: 

• of investigating the prospect's priorities

• that leads to the value you bring to the table

• developing trust that the prospect is dealing with a true professional.

 When you tell a story showing how you use similar techniques you define what success looks like. The trust you create is a picture in the mind of your prospects.

Bottom line?
Increase probability of success by establishing trust, which is the yellow brick road to a prospect’s acceptance.