“Don’t think in terms of transaction, think in terms of experience.” – Deb Calvert in today’s Tip 782
How do you make buyers happy?
Join the conversation below and check out the links!
Deb Calvert on LinkedIn
People First Productivity Solutions
DISCOVER Questions Get Your Connected
The Sales Experts Channel
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Deb Calvert. Deb wrote DISCOVER Questions® and Stop Selling & Start Leading, founded The Sales Experts Channel and People First Productivity Solutions, and is a certified sales/executive coach. She’s one of the “65 Most Influential Women in Business,” a Top 30 Sales Guru, and inductee into The Sales Hall of Fame. Here she is:
Deb Calvert: 87% of buyers say that they would be happy to pay more for a relevant, personalized, meaningful experience. A transaction isn’t worth all that much to buyers, but when someone knows them, engages them, involve them in creating exactly what they want. When buyers feel heard, when they feel that some element of the service product or delivery is tailored to them. When they feel that they’ve engaged with a seller who truly has their own best interests at heart, the buyer’s interests at heart, then buyers 87% of them are willing to pay more. That research came from Esteban Kolsky a well-known expert in the field of customer experience. And because the experience of the customer has become something that most B2C companies focus heavily on. It means that all of us as buyers have raised the bar, we expect more from sellers. We walk away when the experience doesn’t feel like it’s personalized, meaningful, and relevant to us with a simple question, good listening, empathy, genuine interest, connection. You can easily provide an experience for every buyer that you encounter. Don’t think in terms of transaction, think in terms of experience.
Scott Ingram: For links to connect with Deb, People First Productivity Solutions, The Sales Experts Channel and to get a copy of her bestseller, DISCOVER Questions Get Your Connected just click over to DailySales.Tips/782
Then, be sure to come back tomorrow for another great sales tip. Thanks for listening!