We don’t need to become sales to understand what people need to know inorder to buy our services and products.
When was the last time you bought something? What are the reasons that you bought it:
- Does it solve an important problem you have?
- Do you trust the seller and the process/products they sell?
- Do you know enough of what they sell in order to even consider their services/products?
- Can you imagine what’s it like for you having their services/products? How do you feel about this imagination?
- Are they better than the other options in solving the problem that you have?
- Who are the people that bought their services/products? How do you feel about being a member of that tribe?
- Does supporting their services/products align with who you are?
Putting ourselves in the buyer's shoes is helpful to see connections leading to their buying decision.
