People buy products for 2 main reasons - they desire a particular result or they have a problem that needs solving. In other words, their primary motive in buying something is because it has a perceived benefit for them. It will either solve a problem they have or it will give them a result they want.
Once they've established that the product you're offering does either or both of those things, the next thing they're going to consider is credibility - do they trust you. Will you provide the goods or service you're selling, is the product reliable or will you just rip them off.
Even then, you still have one more important hurdle to overcome before you can begin to think that you've made a sale. Is what you're offering relevant to their current circumstances? Yes, you might be trying to sell ice to Eskimos which solves their problem of what to do when all their ice melts in a global warning caused heat wave, and as you seem to be a very trustworthy type of person, they believe you'll deliver the promised truckloads of ice to them BUT unfortunately if they don't need ice right at the moment, they're not exactly going to be beating a path to your door to buy it from you.
So how do you discover which TripleClicks products your Eskimo friends would buy? First of all, you need to have, or develop, the skill of asking the right types of questions at the right time, patiently and skillfully. Your questions should not put the person on edge or annoy them because that's the quickest way to lose a sale. Rather, they should lead the person into wanting to chat and feel comfortable sharing information with you. Then, having asked the questions, you need to be able to listen closely to the answers, then maybe ask some more questions until eventually you uncover information that will give you excellent clues as to what products will be of benefit to them at THIS point in time. By now they'll also be comfortable enough with you to listen to your recommendations.
So your Eskimo friends may not need ice right now and if you persist in trying to sell it to them because, by Golly, you want to sell ice, they won't want to buy anything at all from you, even if they do need it. However, if you ask them questions about how they use ice, what tools they use, what problems they may have with their ice, how does living in an ice-bound country affect their health and so on, you will uncover all sorts of ideas about what products they probably would be interested in buying - tools, thermofleece clothing, vitamin supplements and so on. So those are the types of products you would go find in TripleClicks and recommend to them.
As Zig Ziglar said in his much used quote - If you help enough people get what THEY want, you will get what you want.
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People buy products for 2 main reasons - they desire a particular result or they have a problem that needs solving. In other words, their primary motive in buying something is because it has a perceived benefit for them. It will either solve a problem they have or it will give them a result they want.
Once they've established that the product you're offering does either or both of those things, the next thing they're going to consider is credibility - do they trust you. Will you provide
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