Neal Basson's presentation from the Supply Nine Elms event at Brunswick House (19th & 20th June) about the Vauxhall Nine Elms Battersea Employment & Business Working Group. Copyright Neil Basson, BID Perfect (June 2012) all rights reserved.
3. A quick thought experiment
Imagine you are in front of a potential client and you
are asked this simple question:
“What phrase most succinctly sums up why I should buy
from you?”
Let me hear some answers…
4. Feature based thinking
We are flexible
We have long experience
We treat you as an individual
We are renowned for quality
We will be here for you 24/7
We have very attentive customer
services
Our range is the widest
Personal service
Many locations
Knowledge
Highly trained
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7. Golden Rule Number Five
People do not buy what
it is.
They buy what it does or
will do for them.
They buy:
Real Benefits!
Based on the
Common Buying Motives...
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