The buyer cares about 1 entity? Do you know which one? Listen every week day to your micro-podcast host Carl Gould #70secondCEO.
Read full transcript:
Hi Everyone, Carl Gould here your #70secondCEO, just over a minute of investment per day for a lifetime of results.
The 4 Entities of the Sale, so now let’s think about this, we talked about this earlier, you know what you’re selling, but do you know what the owner is buying? You can’t give this enough credence, is that people purchase in their own image. If I’m going to wear casual clothes and not buy a suit. Understanding what kind of guy or gal or what kind of purchaser your consumer IS, will help you position your products and services properly. But let’s figure out what they’re buying. Now in the 4 Entities of the Sale the moment you meet your prospect these Entities are:
- YOU – you just walked into their office
- Them – they’re sitting right there at their desk
- Your company
- And your product or service
These are the 4 that exist. Now, of the 4 entities your buyer only cares about 1 of them and couldn’t care less about the other. So which of the 4 do you think this meeting, this sale, this appointment you’re having with the prospect is all about?
Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.