Think of something that you've purchased recently...where you are reasonably satisfied with the features/benefits of this product or service. Now, think of a recent purchase where you are highly satisfied.
Are you 100% satisfied? What would it take for you to change?
Nobody is 100% satisfied with what they purchase. Moreover, nobody is 100% satisfied with the supplier and/or salesperson of this product.
This doesn't diminish the challenge of unseating the competition. Unseating the competition requires you to sell change. It involves motivating the prospect to change his or her way of doing things by developing a relationship with a new vendor (you), learning how to do business with this new vendor (you), and agreeing to spend money and effort to effect this change.
However, let's think again about a recent purchase of yours where you are very, but not 100%, satisfied. Overall, you are happy and not motivated to looking elsewhere. Why would you talk to another vendor who is offering the same product/service, with similar features/benefits, that you may or may not have?
Answer...you wouldn't. Yet, you might start to listen if a new prospective vendor:
- Concentrated on the GAP between your current level of satisfaction, i.e. 51% satisfied, 75% satisfied, or 95% satisfied...and a 100% satisfaction level,
- Focused on your desires, needs and fears,
- Identified your desire to achieve new results in order to reach the next level of performance,
- Positioned themselves as a valued resource.
Most likely, all prospects who you encounter will have an existing relationship with a competitor of yours. Raising the level of the playing field to a perceived value where there is no competition...is the best way to get the attention of your best prospects...and beat the competition.
Perhaps you can't control your job, but you may be able to make other changes in your life.
Perhaps you can't control your job, but you may be able to make other changes in your life.
Posted by: Air Max Jordan Fusions | July 22, 2011 at 07:59 PM
Although the world is full of suffering, it is full also of the overcoming of it.
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Posted by: Cheap Air Max | July 22, 2011 at 08:04 PM