Vitamins or Aspirins:  Which Do You Sell?

Your products and services are amazing.  To you.  What about your customers?  What do they think?  After all, it's their money, and their purchasing decision.

As sellers, we tend to focus on the features of our products.  We can happily talk about their features, and our company, until we put our customers into a coma.  After all, our products are like vitamins.  They're good for our customers.  If only our customers would realize it.

Our customers have a different agenda.  They have pain.  They're talking with us to see if we can make that pain go away.  Our vitamins won't make their pain go away.  Soon, they will stop talking with us and see if our competitors have any pain-killers.

If we take time to confirm our customers' pain, and we offer an aspirin for that pain, we can make the sale.  As an added bonus, since we're taking away pain, our price will be less important.  

To sell more, and greater margins, offer aspirins instead of vitamins.

Enjoy the conversation between Brian and Mike.