When consumers are evaluating a purchase, they look at several factors—cost, return on investment, ease of use, limitations, perception by others, application and value. How all these work together affects whether someone will buy or pass on the purchase.
Consideration by the buyer of how to assess the overall evaluation often is assisted by the seller. Typically, there may be some homework involved on the part of the one making the decision, and often it’s up to the seller to provide that material. The more expensive and complex the object or service, the more due diligence is required.
Secret Number #3: Have valuable conversations.
The conversations you want to have with your prospect should include so much value that they actually thank you for speaking with them and, in fact, look forward to having more conversations with you. How do you have such conversations? It's easy really. You see probably no one has asked your prospect powerful questions which help them get clarity around their problem and what it is costing them. This sort of clarity and information is of great value to your prospect. They will see that you have a valuable skill and they will want to have future conversations with you to continue gaining clarity in other areas. They will see having conversations and having a relationship with you as valuable.
Secret #4: Add your value to their value.
Once your prospect has told you the value they will receive from solving their problem, they will be receptive to listening to how you can add even more value. Not only will they be receptive to listening to how you can add more value, but they will also be appreciative of the additional value you can add. This is because, at this stage, they will have effectively sold themselves on taking action to solve the problem and the more value they can see that they will receive, the easier it is for them to justify buying your products and services.