5 Marketing Moves for Business Success - Taking the customer...
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6. Taking the customer for granted
5. Lack of follow-through
4. Lack of product knowledge
3. Over aggressiveness and failure to listen
2. Lack of interest or purpose ("Just checking in")
... and the Number 1 dislike: Lack of preparation.
You can also move ahead by charging more (remember Move 1?) and DEMONSTRATING the VALUE of your product service with hard numbers.
In his insightful book, How to Become a Rainmaker, author Jeffrey Fox calls this process dollarizing. Dollarizing is one of the most powerful sales techniques because once you show (with real numbers that your prospect will provide you with) the return on investment - how THIS much spent will generate THIS much savings, or profits, or sales, or new clients, or hours, etc. - you basically shift the conversation from selling what you're selling to SELLING MONEY.
In my seminars, I do an exercise called "The Money Machine" that will help you spell this out in hard dollars, very clearly.
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