Buying

I was thinking a little bit last night about how so often we are disconnected from our clients when trying to sell them our products. It spawned a post about remembering our audience on my blog at CopierCatlaog.com. I wrote what I think are the top five things your website (and your language) should include when talking to your clients.

Ken posted a response titled, Are You Being "sold to" or "told to"? 

Pretty good post. I recommend a read (plus, he makes me sound intelligible).

The fact is, if we understand how we buy, we'll be able to sell more effectively. More to the point, if we understand how people buy, we'll be able to sell more effectively.

The most important thing about buying is that we buy like we sell.

If are accustomed to selling fast and glossing over the details, we are likely to buy that way. If we focus on selling the commodity, we will want to buy the commodity. If we want to help our customer understand their business problem and want to help them solve it... even if our product is the best, we'll expect sales people to honor us the same way. continue reading...