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Customers What Makes Them Buy From You Part One



Customers What Makes Them Buy From You Part One
   

The search for profit It’s virtually certain that this is an important factor in all buying decisions! The danger can be in believing that it’s always the only reason. So, look at the other factors shown here, and assess what impact they might have. Also, within the “profit” area, there are a range of factors to consider, and grade in order of importance:

# What level of return on their investment does this company expect from any funds they allocate?

# Are they interested in what you are selling - in terms of it having a positive effect on their other costs e.g. staff, premises etc - by increasing Customer base or sales?

# Is the profit to be gained by increasing the speed of stock turnover? How can you show that your products will help them achieve this goal?



Can you sell to "pride"?

Where appropriate, you can use this as a reason for going ahead (you might not present it as number one; and you’re likely to suggest the idea quite diffidently). But, especially if you are selling quality products or have a "famous" brand or company name - some potential Buyers might like to be "seen" to be using you - or offering your products to discerning Customers Also, the pride might be more generalised – in their company as a whole (how it’s developed and expanded; its position in the marketplace); the company’s reputation (as a market leader, for top-notch Customer service); even the quality, loyalty etc. of the staff. Can you tie what you are offering into this "picture" they have of themselves?

In the second of these articles, we'll look at three more reasons that can motivate a Customer to buy from you

Customers What Makes Them Buy From You Part One - To learn more about this author, visit Gordon Veniard's Website.

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About the Author


Gordon Veniard
(Visit Gordon's Website)
GORDON VENIARD thanks you for your interest in these articles He has been delivering training events - and creating and providing valuable development materials - for more than 20 years Gordon covers a wide range of business communication, promotion, sales, negotiation, customer service, leadership and management subjects. He has worked with major companies and organisations; spoken at many conferences and seminars - always adding good humor to valuable advice To find out more, Gordon would be pleased if you would take a moment to visit his new website: www.thevenwor ks.com. You can register for his free business tips newsletter; and download some valuable freebies (including a copyable, free-to-use "to-do" list) If you have any queries or questions you would like Gordon to answer, please email: gordo n@thevenworks.com Thanks again - please enjoy - and feel free to share - any of these articles which are of use to you and your colleagues
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