Brian Tracy whose material is the Focal Point of content for all Business coaches under the Brian Tracy brand is an Entrepreneur, Professional Speaker, Best Selling Author & Success Expert.
Brian Tracy is Chairman and CEO of Brian Tracy International, specializing in the training and development of individuals and organizations. Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined.
A Focal Point Business Coach works with Business Owners on Revenue growth amongst other business issues. Read how The New Realities of Selling is NOW.
There are more sellers than buyers today. Competition is more fierce & determined than ever before. There are fewer customer dollars available for an ever expanding & desirable assortment of products & services. Reality is Whatever got you to where you are today is not enough to keep you there or to get you any further.
Selling is more complex than ever before. Customer needs, wants, desires, problems are more complex than ever before. Therefore selling today requires greater focus & clarity than ever before. Who exactly is your ideal customer? describe him / her in two ways: Demographics – age, education income, location, family situation, occupation, etc. and Psychographics – desires, ambitions, hopes, fears, aspirations for the future, etc. Also, why does your ideal customer buy from you rather than the competition? Basically what is your competitive advantage?
Look selling today requires greater preparation than ever before. Credibility is the most important single factor in business success. The more thoroughly you prepare before meeting a customer the greater your credibility. Use all the tools in today’s world (Internet, blogs, etc.) to conduct your research.
Last New Reality of Selling is Customers today are more demanding than ever before. Customers are more skeptical, suspicious and they receive multiple offers of Products / Services in today’s business environment. This coupled with idea that Customers have limited resources and do these customers do NOT want to make a bad decision.
So for success in your Business seek out the answers and start to implement your answers to the following questions:
1. What are the three qualities / characteristics of the your ideal customer?
2. What are the most important things you need to learn about your customers before you can call on them?
3. Why don’t qualified customers buy from you? What holds them back?
4. What can you do to create a sense of urgency in making the buying decision?