The buying experience IS your product

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If you don’t get them on paper though, you will find yourself saying, “I should have….” way too many times.

Get your decade goals on paper and do things that others are simply unwilling to do. Happy New Year!

Imagine you made a reservation at one of the best restaurants in town to celebrate a special occasion. But when you arrive they have no record of it. After arguing with the host for ten minutes they finally agree to seat you. The food is amazing, but the service is slow, the server is rude, and the room is so noisy you can’t hear anyone else at your table. Hours later you leave the restaurant angry, upset, disappointed.

This is precisely the lackluster experience that you could be setting your customers up for if you focus your sales motion on solutions, features, and benefits instead of feelings, mindset, and preparation!

Here are five reasons why HOW you sell is more important than WHAT you sell when it comes to converting modern buyers.


Make no mistake. We’re living in an experience economy which is why no matter what you’re selling or who you’re selling it to, the experience your customer has with you or your organization IS your product!

Don’t believe me? Then answer me this! Suppose sweden telegram data you wanted to buy a new iPhone. Would you rather buy those it at your local Apple store or big box electronics store? If you said the Apple store, you’re not alone. Apple works very hard to create a specific vibe, atmosphere, and arguably “cooler” buying experience (for exactly the same product) than other retailers.

Gartner reports that companies that deliver a great buying experience grow two times faster than those that deliver average experiences. Salesforce’s State of the Connected Customer report agrees, stating that 80% of customers feel the buying experience a company provides is as important as its products and services. So if you want to sell more, you need to create a high-value and frictionless experience during the sales cycle that transcends the business value customers get from your solution.

Related article: How To Sell More by Nailing the Buying Experience


2. How you prepare and show up matters!
An experienced personal trainer told me that 90% of the success formula in his line of work is simply being on time, organized, prepared, and attentive to your clients. In the sales game that means things like.