What,Are,You,Really,Selling,am marketing What Are You Really Selling?
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
What are you selling? The answer to that simplequestion must be deeply ingrained if you are tosucceed. But the answer is not as simple as it appears.If your answer named an item, such as "light bulbs",your light bulb company will soon perish. If you nameda service, such as "employee anti-shopliftingtraining", your time as a consultant is short-lived.Light bulbs and employee training are the products youprovide. If you are to be successful, the productcannot be what you sell to potential customers. Whatdoes your product provide to the customer?In other words, if you are an anti-shoplifting trainer,what benefit does your service provide for theparticular customer to whom you are selling?"Oh, I get it ..." you might think, "I'm not sellingemployee anti-shoplifting training, I'm selling theeducated staff that the training produces. Very clevergimmick, Mr. Delaney."Now you are thinking along the right line, but that isstill not what you are really selling. While employeeswho are educated about theft are, indeed, a result ofyour training, there are thousands of employees workingfor companies, other than your customer's, with thatsame advantage. Does this particular customer deriveany benefit from those employees? No. How will thisparticular customer benefit from the training you canprovide?By training this client's employees, you provide theclient with educated employees. As a result of having astaff of shoplifter-aware employees, shoplifting in thestore is reduced, resulting in what? It results ingreater profits for the customer. That increase inprofitability for the customer's business is what youare really selling.The most important client question that yourpresentation must definitively address is "what's in itfor me?" or, "why do I need what you are selling?"Continue digging deeper into your answer to "what areyou selling?" until the your response also answers thecustomer's most important question. If your are to besuccessful, *that* is what you are selling.So, if your product is a light bulb, and a feature ofthe light bulb is that it provides light, what's in itfor the customer? What are you really selling? You areselling the customer the opportunity to see clearly.So again I ask: what are you really selling? Article Tags: Light Bulb, Really Selling
What,Are,You,Really,Selling,am