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What are you really selling?
By Ken Varga | July 24, 2009
Whenever I work with a consulting client, I talk more with the employees than I do with the top management. One of the questions I ask everyone is, “What are you really selling?”
What a question! And what different answers!
Many individuals have a blank look on their faces. And it’s understandable. Many individuals who work for a company really don’t know what they are selling.
Let’s take a car dealer for example. You can say he sells cars. Or, I know all of you on this blog will say, “It’s the benefits they get from what they are purchasing.” And you’d be correct.
A person doesn’t purchase just a car. They purchase a car for what benefits they receive from it. And the benefits will vary from car model to car model. An example is a Corvette.
Does a person really need a Corvette? Is it economical? Is it reliable? I could go on and on. The real reason someone purchases a Corvette, is because of the heads that will turn as he drives the car. By the way, those heads will be mostly females.
Another example is a fitness center. Most of the individuals are members because they are overweight or want to keep fit. One would think that what they are selling is weight loss and looking fit.
What they are really selling is the feelings and benefits the customers get when they lose weight and look fit and trim. The looks they get when they walk down the street. Or the whistles one gets. The confident feelings that they get as they strut down the street. Or how about the special look in her husband’s eye, when……….
Just in these two examples, you can see the real things the two of them are really selling.
Spend some time thinking about your own company and what you are really selling. The answer you get will lead to much success and just might explode your sales.
Let me know any other ideas you might have. Give me your input on your own company and what you think you are really selling. I’ll work with you on improving it, and as I said before, so that your sales will explode.
Topics: Attract More Clients, Attract more customers, Grow Sales | No Comments »