by Dr Greg Chapman
When selecting a new supplier for a product or service, particularly for a more complex sale, there is always a risk that you might not get what you want. So you look for clues to give you confidence.
Who recommends them? Do they have a guarantee? What sort of after sales support will they provide? Are there independent reviews? Who else has bought from them? What is the quality, or does the low price indicate it won’t last?
These are questions you ask to give you the final confidence in making the buying decision, when you have checked out all the other product attributes, because we all know what it says on the box is not necessarily what we get inside. We need to be reassured that we will get what we pay for.
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Dr Greg Chapman is the Director of Empower Business Solutions and is Australia's Leading Advisor on Emerging Businesses and provides Coaching and Consulting advice to Australian Small Business Owners in Marketing & Business Strategies Planning & Systems. He is also the author of The Five Pillars of Guaranteed Business Success and Price: How You Can Charge More Without Losing Sales.
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