Why should I buy from you?

That question is in the back of the mind of many customers

By Richard McKinley

Posted on Thursday, October 26th, 2017

Print Friendly, PDF & Email
This is a question some sign salespeople and shop owners have difficulty in providing a plausible answer to. After many years of working in sales—mainly signs and promotional products—I have concluded that this question looms in the back of the mind of every buyer, even one’s best accounts. “Why should I buy from you?”

Whether one is meeting with a current client or a new prospect, failing to provide an effective answer to this question during a presentation can seriously jeopardize the chance of a successful outcome.

Many veteran salespeople may believe sales will continue because of past success. They fail to see the need of reinforcing with the client why this relationship has worked for them. But noticing a competitor’s vehicle parked in front of one of their client’s businesses can be a painful reminder that continual reinforcement is necessary.


Read this article and many more like it with a membership to SignCraft.

Already a SignCraft.com Member? Click here to log in.
- or -
Join today for full access to all of our exclusive content!
- or -
New users get 7 days FREE — Register Now!

Richard McKinley is semi-retired from the sign business and the promotional products industry. He lives in Howard, Ohio. He can be reached at richo@roadrunner.com.

Subscribe
Notify of

This site uses Akismet to reduce spam. Learn how your comment data is processed.

0 Comments
Inline Feedbacks
View all comments
0
Would love your thoughts, please comment.x
()
x