Have you seen the LendingTree.com commercial. It starts off with Karen sitting in front of a desk with a guy in a suit sitting behind it. (Apparently, they’re in a bank.) Karen says, “I just wanted you to know that I was going with Lending Tree.” He asks, “Why?” and she goes into a list of benefits that justify her purchase.
The final exchange goes like this.
Him: “But Karen, you work here!”
Karen: “Awkward, isn’t it?”
That got me thinking…..”Would you buy your solution from you and/or your company?”
Don’t give a ‘knee-jerk’, “Yes.” Think about it.
Are you the cheapest? Do you deserve to be because you have the crappiest solution?
Are you the most expensive? Are you overpriced? What causes you to be pricey?
- the most complex? simplest?
- the most comprehensive? basic?
- the most leading edge? old-fashioned?
How’s your service department? Are they they busiest because your solution has so many issues? or lonely because there’s never any issues?
Is your company not profitable and going out of business?
There are many other questions, but the bottom line questions are:
Knowing what you know, if you were your prospect, would you buy from you?
If your customer knew what you know, would they buy from you?
Can you sell the truth and will your prospect buy it?
If you can’t but you want to, contact me.