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Are you articulating your sales argument successfully?

By August 22, 2016Uncategorized

Do you know why your customers may delay their buying decisions?

In the last Blog post we wrote about how small to medium businesses can strategize to avoid losses of revenues and profits when customers delay their buying decisions.

Add to the current problem of people hanging on to their money that, in this day and age, we are hyper bombarded with advertising media. In some form or another we receive, on average, at least 4000 product promotional messages per day. Many almost subliminal.

In these circumstances we have become ultra resilient to these unsolicited intrusions into our daily lives and, unless we are in the market for whatever is being thrown at us we totally ignore it all.

So how can small to medium size businesses get their offer message across?

Firstly, we would suggest looking into your sales ledger and identifying the 20 percent of your customers that provide you with 80 percent of your business. This is the ‘Pareto Principle’ otherwise known as the 80/20 syndrome. Check your Sales Ledger. See if we’re right.

To stand out you must tell the world what you do for your customers that no one else does, differentiating yourself from your competitors. You have to argue your case!


adjective UK:

​able to express thoughts and feelings easily and clearly, or showing this quality

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