Last night I hosted a seminar with Guy Baker, author of "Why People Buy" who shared some of his thoughts and insights.
One of the most engaging moments for me was his 3 step introduction:
- Successful people are too busy being successful to deal with the important stuff - how can you help them?
- Everybody has a plan by design or default.
- Every plan has a price tag. Do your clients know what their plan costs? If they don't know, you can help them.
In answer to the question, why do people buy? His answer was "Because they want it".
He believes salespeople should focus on problems rather than solutions to uncover the pain, then be the expert to solve the problem.
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