Why Prospects Buy?


2016-04-12_21-13-09When you understand that prospects don’t give a rat’s behind about your sales quota and many times they may not share your thoughts or agendas.

In fact, when prospecting for new business you may find out that prospects only care about number one, themselves.

Remember the persona of your prospects and how you should discover their pleasures and pains and how you can make life better for them.

Your prospects mostly care about how your product/service will make life better for them not you.


People buy for their reasons, not yours.

Clearly articulate the possible value buyers may receive buying from you. Value Propositions help you to serve you customers better. Picture all the people involved in the decision to buy or who influence the decision to buy what you sell.

Picture all the people involved in the decision to buy or who influence the decision to buy what you sell.

All clients have a self-centered needs that they consider before buying from you. For example, their jobs may hinge on the success of your product or they want to look good in the eyes of their manager.

People are often motivated by the desire to gain or fear of loss or pain. 

  • Your Value Proposition would be how you make it easier for customers to.
  • We cut down on the amount of time it takes to…
  • We help eliminate the horrible tasks of

You would quantify how you make things easier, how you cut down on time or help eliminate those horrible tasks. Another Value Proposition is to tell how you are different.

Your very best Value Propositions can be found in customer testimonials that describe why your customers shop with you rather than the competition. This testimonial could be based on great customer service, best variety or best value.




About Tim Little

Tim G. Little has a BS in Business Administration, and has worked in the magazine publication and circulation management for the past
20 years. As an Internet Publisher and Entrepreneur, he has developed expertise in the field of strategic planning, direct market
advertising and analysis, direct mail marketing and is a specialist in developing unique and lucrative opportunities using direct response
marketing methods for business.


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