Is there any reason to buy from you?

Benefit Argumentation Is there any reason at all for you to buy from us? Why not have some fun and answer the following question for yourself: "If I were my own customer, what specific reasons would lead me to buy from my own company?" Have you come to a satisfying conclusion? Congratulations! Because that is anything but easy. And now imagine what your salespeople would say when the customer asks them this more than justified question. Based on our 25 years of sales experience, numerous seminars, and countless field coaching sessions, we can tell you that at this point, things often become quite thin. This is highly concerning because: Why should a customer buy from your company if the salesperson cannot articulate it themselves? Especially when salespeople are under pressure - which is particularly the case when the nasty competition comes into play - it becomes evident that the arguments have not been structured effectively for the sales team, leading to everyone improvising and saying what they think is good. Since what is said is often unconvincing for the customer, the sales conversation quickly ends up in an unpleasant price discussion. In those moments, the following somewhat theoretical-sounding sentence quickly becomes a sad reality: "In stagnant markets, interchangeable services inevitably lead to negative growth rates and declining returns." This rule applies even when the services are not actually interchangeable but are perceived as such because the customer representative cannot clearly highlight positive differences and the actual customer benefits. It is therefore of utmost importance that salespeople can rely on a clearly structured argumentation, especially in this crucial question, that succinctly conveys the benefits a customer of your company receives and at least puts higher prices into perspective. To create such an argumentation, it is necessary to first understand what the decisive factors for your customers' purchasing decisions are. Once you know these, you can quickly compare your own services to those of the competition and highlight your own strengths. It is the customer benefit that you define in this way, and this factor must always be clearly visible in every interaction with the customer. This does not only apply to direct customer conversations. It applies equally to all offers, all company and product presentations, and last but not least, to the company's website.