It's all about value to customers

As a teenager, I was fascinated by a popular TV series ( when still black & white TV screens) called Perry Mason. He was a lawyer who always won his cases in court by getting the criminal to confess his or her crime at the end of the story.

As a vacuum cleaner sales rep later in my life, I found out that Perry Mason's strategy worked exceptionally well to achieve satisfied customers.

It's about detailed work to know all you need to know about your customer; habits, interests, problems, achievements, and pain points.

Knowing your potential customers well can start a valuable and effective dialogue. It's a conversation where you link back to all you know about the customer. This adaptation phase represents the bridge to the exciting part of the commercial process with your customer.

Digital Dust Piles and Value to Customers

When selling vacuum cleaners, the moment of truth is when dust is piled up where it "hurts" the customer the most. It's the moment when the customer comes to the insight of a problem that has to be solved.

In the online world, you need to replace the dust piles from a vacuum cleaner with something that impacts your potential customers. 

Your work will focus on the pain point and let the customer understand an urgent need to acquire the product or service you by "coincidence" are offering.

Watch the video and learn how a vacuum cleaner sales pitch can be adapted to the online world.

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