“When your values are clear to you, making decisions becomes easier.” – Roy E. Disney
If you want to make easier sales, you need to understand your customer’s values.
In this simple behavior model I lay out the hierarchy controlling human behavior. Values are 2nd from the top.
What’s important to your customer? That is the question.
But don’t stop with the first answer.
What’s behind that answer? And what’s behind this answer?
It’s not the benefits of the feature. It’s the benefits of the benefits.
Dig deep, below the surface.
The reason someone buys, or doesn’t buy, is often not the reason you think.
When you make it clear, the decision is easy.