Strategies for Tough Economic Times: The right marketing and sales messages for today’s customers
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6. Savings—Whenever we buy from a salesperson, there’s a gnawing fear the purchase will benefit the person making the sale more than the buyer. In tighter times, this fear seems far more pervasive. Unless a salesperson makes a point of addressing the cost-saving benefits of the purchase, the sale is probably in jeopardy. The goal today is to help customers understand how making appropriate purchases can be the right step for reducing their total operating costs.
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