The complications that surround important buying decisions, between managing a budget or potentially making a poor choice, often leave a buyer stressed and in need of guidance. In this week’s episode of ICommunicate, Mark discusses the keys to a seamless buying experience. From how to set and manage expectations, to gaining the trust of a prospect and finally, how to prove reliability through the post-buying phase.

Segment 1:

Think of your ideal buying experience -- your expectations, wants and needs, or method of purchase. How often do things go as planned? How can we improve the communication between the buyer and seller so that the desires of the customer are heard and validated?

Segment 2:

As educators and salespeople, meeting the needs and expectations of potential buyers sometimes feels like a guessing game. How can we proactively address concerns and perceptions and establish authority leading into the sale?

Segment 3:

When a sale isn’t headed in the direction we’d like, far too often we fall back on planting seeds of doubt about other products or even companies for the sake of upselling. How can we differentiate ourselves from other salespeople and gain the trust of a potential buyer?

Segment 4:

The word “estimate” is in and of itself an enigma to the customer, as it may raise concern about the reliability of the company and product. How can we be dependable and assure our customers of a complaint-free post buying process?