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Sales Warrior Lesson 8: The Need for a PhilosophyIn Chinese, the word for philosophy, tao, literally means "the way," as in the path to a goal. When customers buy your product, they are to some degree buying your philosophy. Your organization's motivation is important to them. They want to know, for example, if you are dedicated to offering the lowest prices or the highest quality. They want to know if your goals align with theirs. When you sell a product, you are selling to satisfy your customer's motivations. Every customer has a variety of different goals in making a purchase, but they all tie back to the customer's underlying philosophy and what he or she sees as important. You can sell your company's products, but people want to see a fit between your motivations and theirs. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
