Imagine That

Do customers really buy products and services?  Actually they buy what they imagine the product or service will do for them.  That's why sales pros are in business.  Gone are the days when salespeople were merely suppliers of information with a hyped-up sales "pitch." Today, top sales professionals are able to help buyers to visualize themselves enjoying their potential purchase.  They describe what the product does, how it will solve a specific problem and how the buyer will feel as a result of ownership.  For example, a whistle has many uses, but the way it is used is quite different for a football referee than for a traffic cop.  As a result of using the whistle, how will one feel? (i.e.: in control, relief, protected, important etc.)  For more about customer visualization skills, call GRa today.  910.617.1817