13 Reasons Customers Buy
Notes from Jeffrey Gitomer’s Little Red Book of Selling
01. I like my sales rep.
02. I understand what I am buying.
03. I perceive a difference in the person and the company that I am buying from.
04. I perceive a value in the product that I am purchasing.
05. I believe my sales rep.
06. I have confidence in my sales rep.
07. I trust my sales rep.
08. I am comfortable with my sales rep.
09. I feel that there is a fit of my needs and his/her product or service.
10. The price seems fair, but it’s not necessarily the lowest.
11. I perceive that this product or service will increase my productivity.
12. I perceive that this product or service will increase my profit.
13. I perceive that my salesperson is trying to help me build my business in order to earn his. My salesperson is a valueable resource to me.
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