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Three good reasons why you should help buying



This article comes from Bart Norré and is the sole property of its author

buying process

Do you sell or do you help buying? It’s simply a question of who do you think is in control of the process, the customer or you? I think there is a lot of evidence, which suggests you should consider that the customer is in control and that helping buying instead of hard selling provides the best business opportunities for your company. There are numerous reasons why this is true, but let’s focus on three of them:

  1. Turn information into customer value

Information is available everywhere and there is no competitive advantage to create by manipulating or withholding information. You’d better play the game with transparency. Moreover, the key issue is not “information” but the value of this information and this where you can help your customer by providing assistance to assess...

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Tags:  communication, Customer Value, Marketing, marketing

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