We all buy stuff all the time. Some things are habitual buys and others are more impulsive and spontaneous but they are linked by the same driver DESIRE!
A product doesn’t have to be sexy for us to desire it, we just have to directly link it to a need, goal or problem we have and it becomes desirable. Take rubbish bins for example, not sexy but desirable! The more needs something meets and problems it solves the more desirable it becomes.
People don’t always know what they want to buy but they always know the problems and needs they have. I see many examples of sales and marketing material that is too self-promoting, banging on about the company’s products and processes and not the buyer’s needs and goals. Continue reading →
No, I haven’t gone mad; I just want to show you that it’s a mindset and culture thing!
Most training courses consist of the sharing of tools and techniques to use and implement in your organisation. These tools rely on the desire, commitment and will of the learner to use them.
The trouble is it’s not that simple. If it was just down to learning the tools then we would have no problem selling, serving, losing weight, managing time, finding love or any of the other goals we want to achieve in life.
It takes more than that. It takes a real desire to want to do something differently or better and the right culture to do it in.
There is little point in JUST giving your people tools for how to give a great sales and service experience. They know what ‘great’ does and doesn’t look like, they see it every day as customers themselves. It has to go deeper than that. They need to understand WHY they WANT to do it. Continue reading →