3 Triggers VPE
Sales Octane #17
This blog are in response to Seth Godin’s blog – Sing it!
Passion is word today used in business and adult movies with one very real difference. In business you cannot "fake it".
People read people. From our voices to our body language. We send signals. We make eye contact. We have voice inflection. We have heart.
Sometimes passion alone can create a buying environment. This usually does not create a loyal or satisified customer.
Basically we have three triggers that seduce us to buy. These are Value, Passion, and Expediency. When all three collide, watch out, fireworks will start. Business will succeed. Fortunes will be made. Clients will be satisfied. Customers will become loyal.
A great example was this weekends shopping adventure at the Apple store.
Value: The value was created by our great state. "Tax Free" weekend for school stuff. I have a young man going off to college. He needed a laptop for his school work. He believed that this weekend of tax free stuff from the state and the Apple product provided the value.
Passion: Next, when we walk into the store, we were ushered right to a apple consultant. We asked our questions and ordered right from "the guy". The guy was passionate about Apple. The guy knew the product. The guy knew the store. The guy knew my son's hot buttons. The guy was prepared and wanted to help us succeed. What a guy!
Expediency: We then were escorted by "the guy" to another guy. We will call him the "register guy". He was ready to take our money and get us on our way.
Wow. No time to play here.
We did not need to be sold. We were in the “need” category and it took only a few short questions to verify our beliefs and needs. Benefits only please.
Apple used the value created by the State (a free itouch did not hurt either), their guy created passion, and their system gave us expediency.
Fireworks were going off inside the store. The place was crazy. People were happy waiting in line. These customers were loyal. They were passionate. They made Apple pop!
The whole store sang!
This blog are in response to Seth Godin’s blog – Sing it!
Passion is word today used in business and adult movies with one very real difference. In business you cannot "fake it".
People read people. From our voices to our body language. We send signals. We make eye contact. We have voice inflection. We have heart.
Sometimes passion alone can create a buying environment. This usually does not create a loyal or satisified customer.
Basically we have three triggers that seduce us to buy. These are Value, Passion, and Expediency. When all three collide, watch out, fireworks will start. Business will succeed. Fortunes will be made. Clients will be satisfied. Customers will become loyal.
A great example was this weekends shopping adventure at the Apple store.
Value: The value was created by our great state. "Tax Free" weekend for school stuff. I have a young man going off to college. He needed a laptop for his school work. He believed that this weekend of tax free stuff from the state and the Apple product provided the value.
Passion: Next, when we walk into the store, we were ushered right to a apple consultant. We asked our questions and ordered right from "the guy". The guy was passionate about Apple. The guy knew the product. The guy knew the store. The guy knew my son's hot buttons. The guy was prepared and wanted to help us succeed. What a guy!
Expediency: We then were escorted by "the guy" to another guy. We will call him the "register guy". He was ready to take our money and get us on our way.
Wow. No time to play here.
We did not need to be sold. We were in the “need” category and it took only a few short questions to verify our beliefs and needs. Benefits only please.
Apple used the value created by the State (a free itouch did not hurt either), their guy created passion, and their system gave us expediency.
Fireworks were going off inside the store. The place was crazy. People were happy waiting in line. These customers were loyal. They were passionate. They made Apple pop!
The whole store sang!
Posted by The Maverick builder at 8/3/2008 9:50 PM 
Categories: Sales, Marketing, Inspectors, Just Business, Realtors
Categories: Sales, Marketing, Inspectors, Just Business, Realtors
Comments