Why Should I Buy From You?

As Sales and Account Managers can you answer this one simple question?

Why should I buy from you over everybody else?

This is such a simple question but may be the hardest question you will ever be asked to answer. In many cases your Company may not even know the answer.

If you can satisfy the customer’s “Why” the sales process becomes much easier. If you can’t, you are probably stuck to only talking about price and becoming a “me too” Account Manager.

Everyone wants to feel they are making the right and best decision when purchasing anything and I’m no exception.

I’m getting ready to start the process of buying a new truck. Anyone that knows me knows that when I say process I mean a grueling process.

• I will study the different models and options well beyond reason.
• I will have my list of what I’m looking for narrowed down before I even talk to a dealership.
• I will have a good idea of what I’m willing to pay.
• I may even have the vehicle picked out that’s on the lot.

When I finally go in the dealership, what I’m really looking for is “confirmation” that I am making the right decision.

• Is this the dealership and salesperson I should be buying from?
• What makes them better than the dealership down the street?
• Are they going to take care of any problems I may have in the future?

Is this any different than what your customers are thinking or asking themselves about you and your company?

If you don’t know or can’t tell your customer what makes you and your company special, how will they know?

• What products or unique services do you offer that the others don’t?
• In what areas are you far superior to your competition?
• What makes choosing you their best decision?

It doesn’t matter what products or services you are selling you must be able to answer these questions.

My suggestion is:

1. Write down the question on a piece of paper.
2. Brainstorm all of the things you think makes you and your company special and write them down.
3. Eliminate the things your competition does as well as you.
4. Scratch off the things your customers would not see as a value to them.
5. Select from the remaining items the things you are far superior than your competition and would help your customer realize that choosing you and your company is the best decision.

Now you should have the framework to begin answering the question. Take the time to write down your answer and practice saying it until you have it down cold. Be able to deliver the message with confidence and ease.

You may never know when you will be asked “Why Should I Buy from You over Everybody Else?”

I hope Johnny at the Chevy house is practicing his answer this weekend!

If you have any helpful suggestions, please leave a comment below or email me at feedback@wewaonthenet.com.

Now let’s get out there and over-deliver!