Change — The 4th Thing You Need to Accelerate Sales

We are ON THE ROAD!

So exciting. Took us a while to get packed but there were some critical things we had to take with us.

Today we are going to go as far as the Eastern Townships in the province of Quebec. Beautiful rolling countryside. Sleepy artistic towns with cafés. And we might even come across Three Pines, the fictional location of Louise Penny’s mystery novels. (Haven’t read any? No worries. I stuffed one in the dash before I left.)

So you know, this blog post is going to be shorter than the others because, well, because we are on the road. And writing is just plain difficult when you are like me and get motion sick super-fast in a moving vehicle. : (

Now.

Whoah!

We have a new person in the car! Your BUYER! In the driver’s seat steering us along the highway like he/she has been doing this forever.

But, just a second. Since WHEN in your whole business life has a buyer just happened along, knocked on your window, and said, “Hey, you goin’ somewhere? I’d like to hop in. Sounds fun. I have all the time in the world.”?

NEVER.

That just doesn’t happen. Getting buyers to involve you in their buying process is HARD.

So, how did this happen?????

You didn’t notice, did you?

I caught you off guard.

Don’t worry. I’m the co-driver and I’m a professional. I have this all under control. ; )

Buyers don’t just jump in the driver’s seat.

That’s right. Buyers don’t just jump in the driver’s seat. They don’t just engage in buying processes here and there and all over the place. They don’t have all the time and money in the world to do that.

There is one super important thing that makes them jump in and turn the key in the ignition.

And that one thing is CHANGE.

If there is no CHANGE, there is no BUYING PROCESS.

I want you to think about that for a minute.

Every buying process that you have engaged in has started because there was a CHANGE.

I bought the m0851 jacket I told you about because there was a SALE.

My neighbors bought a new house because they had CHILDREN.

My clients bought my consulting services because they wanted to GROW REVENUE.

A large association bought software from one of my clients because their old legacy software QUIT.

The City of Ottawa and OC Transpo “bought” construction crews because there was a DECISION to have light rail in this city.

You get the picture?

If nothing has changed, then there is no reason to change from the STATUS QUO.

How can you use this information to your advantage? Let’s talk about that.

Let’s talk about CHANGE.

So, how did I get your buyer in the driving seat?

I got them hooked because I had a conversation with them about “What CHANGED” and they realized that they needed to engage in a buying process and jumped in the car with us and turned the key in the ignition.

That’s right. That is what happened.

Would you like to learn how to do that?

No worries. We will talk about how to get your buyer to realize that something has CHANGED and that they need to engage in a buying process with you.

We are on the road and have all the time in the world.

See you in the next blog post somewhere beyond the Eastern Townships of Quebec to have that chat ...