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By: Skip Anderson
 a reply to Whose Experience is it Anyway?by Skip Anderson on Mar 19, 2008 - 09:54 PM read 153 times Source: http://customerinnovations.wordpress.com/?p=81#comment-207 |
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Frank, I couldn’t agree with you more.
As a sales trainer, it pains me to see salespeople who are selling, say, the “quality of their product” when what the particular consumer wants to buy is, let’s say, membership in a particular social or economic group. A BMW, for example, is a well-engineered quality automobile. But a particular customer’s motivation to buy that automobile might be that it’s purchase allows them to become a member of the group of people who own BMW automobiles. Those are two completely different needs: a need for belonging versus a need for quality. In selling, salespeople would be well-served to understand the emotional basis for each prospect’s interest in their product or service.
I think your post was talking more about a brand, but I believe most of what you talk about is also relative to the sales interaction as well.
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