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Buying Experience™ "What is it?"

A good restaurant is not identified by its waiter or its food alone. It is the advertising, the signage, the ambience, the service, the chef, the food – the decisions of the business owner or executive team – it is the whole not the parts that makes the experience.

A positive experience is the value that a customer is willing to pay more for and tell their friends, family, and associates about because they enjoyed it unlike any other they’ve experienced. It brought value to their professional or personal life.

Do your prospective customers experience your value or do they view you no differently than your competition?

THE EXPERIENCE CREATES THE VALUE
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Evaluate your customers experience

The Customer

Knowing your customer is the KEY to selling, marketing, and communicating. Do you know what your client is thinking when you walk into a room?

  • Do I trust this company and their salesperson?
  • Do I have confidence they can meet my needs?
  • Do they offer a value for the investment I will make?
  • Does the vendor back their products, services, and promises?

Your Selling Approach

Answer the following questions to determine if you are creating an experience for your prospective clients that proves your value and differentiate you from the competition:

  • Do your marketing, advertising and lead generation efforts have the same basic message as your competition? (Look at your ad next to your competitors.)
  • Does your differentiation focus on your service and people with no easy-to-identify support?
  • Does your corporate image (logo, signage, stationery, marketing material, etc.) promote the feeling of a quality company?
  • Can everyone in your company concisely deliver the same message about who you are?
  • Does your sales team understand the difference between selling products and price vs. communicating value?
  • Does your sales team get caught up in price wars or often have to reduce their price to make the sale?

If you see a problem or are not sure how to answer the above questions, you can rest assured that your prospective customers are not experiencing your full value.

THE SOLUTION

Propel’s Buying Experience Plan™ creates the experience for the client before sales is involved. We include strategy, discipline, structure, and consistency in the delivery or your brand message (who you are). The experience you create starts with marketing and advertising and then it is the sales person’s job to complete that enjoyable experience for the prospect.

The key to the experience is communication. Your team must communicate the vision, passion and core expertise of your business. Every company is special; however, very few companies know how to communicate their differentiation and what makes them great.

The Buying Experience is your answer to profitable selling.