Sales Tip of the Day: THE REASON

All you have to do to make a sale is provide a prospect with one thing: the reason why they should buy what you sell.

When you sell to businesses, the reason is your solution has a positive impact on the primary formula for businesses, which is R-E=P (revenue minus expense equals profit).

When you sell to consumers, the reason is your solution has a positive impact on the primary formulas for consumers, which are S=[$>pS], S=[+T], S=[+Pl] or S=[-Pn] (solution equals money greater than the price of the solution, more time, more pleasure or less pain).

If what you are selling does not address one or more of these formulas, you are going to have a tough time making a sale since your offer has little or no real value to potential buyers.

Determine the reason someone should buy from you, express it clearly, and you will sell as much as you want to.