Seems obvious, yet most everyone does not do this. Here’s the truth – most customers don’t want to have a conversation when they are ready to buy.
It is critical to make it easy for people to buy your products and services.
If we understand that most people buy on emotion and in a crisis – then we know – they don’t want to talk.
The emotional buyer wants to experience the good feeling. They don’t want to chit-chat.
The crisis buyer doesn’t have time to get into the details. They want a solution or an excuse for their current problem.
This does not mean that some people won’t need to talk to you before they buy. They will and we address that in the next lesson.
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