What for? To make them stronger

[prisilabr03]

SAMPLE – a problematic market situation with which we compare our services. Underdevelopment of competitors from which we «are tuned ».

PROBLEM – negative consequences of this problem situation. We use «motivation OT ».

TEST FOR ACTUALITY – checking whether it is worth further disclosing this topic, whether the interlocutor has an interest in solving the voiced problem.

DIFFERENT – the parameter by which we «line up » from competitors. Product quality, more thoughtful service, flexible pricing policy and more.

BENEFIT – translate «language of differences » into «language of use ». We can say that the benefit of – is «the problem is the opposite of ».

Probably everyone heard the bike that when buying a drill, a man actually gives sandplay therapy money not for «colored piece of iron », but for a hole in the wall to which he will screw the hook and hang the picture.

Buying a drill, in fact, the client buys aesthetics in the house and a good mood for his wife. And in itself he does not need a drill.

Why does it make sense to give more money – for «colored piece of iron » or for peace in the family? The question is rhetorical.

(I remember at the sales training in Krasnoyarsk the cutest participant said: «So what happens? Buying a drill, does the client actually give money for good sex tonight? ». We laughed, but I think there is a serene truth in this ...)