Why are some buyers choosing your competitors over you? Brand Consciousness is always the answer. Brand Consciousness is the level of awareness that buyers have of your company and the value you provide. If they aren't buying, they are blind to you or your value.
Unless your organization really stinks at what you do, there are only three factors that are causing their blindness:
The job of a competent sales team is to overcome these factors, and this starts with knowing which of the three reasons are at play. If it’s Brand Unconsciousness, they must raise awareness of your existence in a highly compelling way. If it’s Brand Amnesia, how they sell must be changed to ensure you are not forgotten. And if it’s Brand Dubiety, the sales conversations must focus on better understanding customers and their needs in order to demonstrate why your value is better than that of your competitors.
The problem always best defines the solution and this is no different when it comes to getting more people to buy. By addressing Brand Consciousness, you’ll heal the sight of buyers by allowing them to see what they’ve been missing.
This Week’s Radical Accountability Activating Action: Implement the Brand Consciousness system this week with your sales team. Mandate that every buyers is assessed for the three factors.
Did you know sales is a conspiracy? Join Scott on August 20th to learn more.
Save 50% when you buy Radical Accountability, the DVD, by Thursday, July 18th (use coupon code TNP7).
Follow me on Twitter! You can find me here: http://twitter.com/ScottWintrip
Every day I provide pithy pieces of advice and wisdom. Join the growing crowd who read these gems every day.
You may subscribe and encourage others to subscribe by clicking here.
Check out my podcast series called Simply Scott on iTunes.
If you’d like to reach me, email: scott@ScottWintrip.com or call my direct line: (727) 502-9182
Visit my web site: http://www.WintripConsultingGroup.com