We’ve all been there…
You spent a good deal of time with a customer.
You’ve answered the questions and told everything you know about a product. You’re confident about the sale until your prospect brings forth the most confronting of questions:
“OK, but why would I choose for you? Why are you better than your competition?"
Your jaw drops to the floor, panic locks your stomach in a tight squeeze and you mumble a standard sales reply. Only to see your prospect scared off by your insecure response.
Sounds familiar?
Convincing visitors about a certain product is a tough job. Many people won’t understand the product’s value or certain of its features. They get angry and frustrated trying to decide.
And yet building up a case for your business specifically is an even harder challenge. For the customer the difficulty of deciding for a product stems from the complexity of product and number of suppliers in the market .
So unless you have a monopoly, and most likely you don’t, your customers are faced with a tremendously difficult choice.
Many customers don’t care too much about getting the perfect product and simply roll with the first one that feels right. But there is a big group of picky customers that will want to make sure they are making the best choice. These are the people that will ask you: “Of all the suppliers out there, why would I choose you?”, or “What are you doing better than X?”, etc.