06 December 2012
Create and Keep Software Customers
LeBoeuf makes a strong distinction between selling and helping people to buy. He says that traditional selling is manipulative - we try to persuade prospects to purchase the products or services that we happen to sell. Helping people to buy, on the other hand, means finding out what people really need and want, and helping them find these things.
People love to buy. They like to own things, and they feel empowered by spending money and acquiring stuff. But people don't like to be sold.
We take pride in the purchases that we're happy with, and we blame other people - typically, salespeople - for the purchases that we ultimately don't care for.
LeBoeuf tells us to find out what prospects want and need, help them buy these products and services, and make them feel good about their purchases.
- by Al Harberg, the Software Marketing Blog guy