What Everybody Wants

What Everybody Wants

Post from: MAPpingCompanySuccess

https://www.flickr.com/photos/avlxyz/417190585

A LinkedIn post reminded me of something we all too often forget.

I’ve learned that the number one rule in sales is everybody wants what everybody wants and nobody wants what nobody wants. When you tell a buyer they can’t have something, they always want it more, but let that same customer know there’s plenty to go around and they’ll always go home to think about it.

It may be in the back of our minds, but we dance too much.

We spend time finding the fanciest or trendiest words to describe it.

Worse, we use ‘in’ words and industry-specific terms.

If the customer isn’t familiar with the language we choose she will spend her time puzzling out the meaning instead of buying.

Or she’ll just leave for a friendlier source.

Don’t get me wrong. Great stories that display the sexiness/romance/usefulness/value of your product or service are good—in their proper place.

But nothing projects authenticity, builds trust and creates urgency as perfectly as true clarity.

Flickr image credit: Alpha

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