The Decision Making Process When Making a Purchase
To sell your product or service you have to educate yourself on providing for your customer in the proper order that they need for making a decision. If you force it, you are likely to lose the sell. When I am looking at a product or service what I consider is: Do I trust the company? Do I want what they are selling? Is it of value? Am I in a position to buy now?
To address these questions the following is important to know:
“Credibility is defined as the degree to which someone or something is deemed trustworthy and believable. In the professional world, a person's or company's credibility often determines success or failure.” - Nannette Richford. When selling you have to be confident and sound confident. If you make a commitment, keep it. Show that you care by listening and not doing all the talking. Make sure that you have backup to what you are saying. Make sure to maintain confidentiality. People will only trust those with which they can trust their personal information.
The overarching goal of an ULTIMATE business is to maximize profit, but before you can get to that point you will have had to determine what in fact it is that you are going to sell. A crucial question to ask yourself is “Do they want what I am planning to sell?” - Ken Burge. When anyone buys they want to feel like they are getting a good deal. It is important that you evaluate if your product holds value to the person you are trying to sell to. People will only buy at the time if they can see the value the product or service holds in the immediate moment.