As a salesperson, creating a buying vision can go a long way because it ensures that your prospects are better educated and better informed, and enjoy a better overall sales experience. Today, it is often the buyers who seek out the sales people once they have made a decision to buy. This is a dramatic shift from the traditional idea of seeking out buyers and then closing a sale. It is because buyers today are better informed and prepared about the products and services they’re interested in- which should not be a surprise to us.
Your buying vision needs to be closely linked to the specific customers you are hoping to do business with, and should create a vision in their minds about why they should buy from you. Identify the pain points of your potential customers, and present clear solutions. It is important to listen to their needs and concerns, and if you feel they are the right fit, then present your buying vision. Your prospects will be better educated and informed if you go to the trouble to properly communicate and express your intentions. In other words, it pays to create a vision that your prospects will remember.
BoweryJE22
This is so true! Your buying vision really does need to be closely linked to the customers you are hoping to do business with! Not only that, but it should be memorable! Nice post!