The Commission Technician, Entrepreneur, Author and member of “The Academy Of Best Selling Authors”, Mark Tosoni explored the topic of customers’ hot buttons in an excerpt from his newest book.
ORLANDO, FL– September 29, 2015 – Mark Tosoni, the Commission Technician, entrepreneur and author recently posted a new article on his website entitled “‘One of My Favorite Chapters for Alarm Sales, “Buyer’s Criteria: Hot Buttons.” in which he shares an excerpt from his new book, Alarm Sales Mastery.
As Tosoni says, “It’s easy enough to get my new book. However, Chapter 4 is one every sales person needs to read. I’m sharing the bulk of the chapter to give you important information.”
Tosoni launches into chapter on hot buttons saying, ”This is by far one of my favorite things to train on as it empowers customers and sales people alike.” He continues adding, “Ironically, all too many sales people miss this valuable step either because they have wax in their ears or, they simply don’t know about the distinction. Back in the day of the $3,200 Deal, my mentor had created a market survey. This was his attempt to discover customers’ “Hot Buttons,” which is what he called them in those days.”
“Did it work?” Tosoni asks. His answer, “Yes it did, and remarkably at that! It blows me away when I discover how some sales people sell an alarm system without discovering what is important to their prospect.”
As Tosoni states, “I teach a process of “Discovery” to assist the customer in getting and clarifying their Buyer Criteria. All too often sales people sell based on what they feel is important to themselves, essentially they are selling off of “their own hot buttons” vs. the customers.”
According to Tosoni, “I prepare you for war; yet you’re only going to a street fight at worst. Now the question becomes: “Do customers really know what they want? Do they really know what they need?” Yes, they probably have some ideas about this but make no mistake about it, you are the professional, and if you’re not, you had best become that quickly. Our job is to assist customers in clarifying and discovering in their mind what they want and need, your job is then simple: Help them get it.”
The entire article can be read at http://www.marktosoni.com/one-of-my-favorite-chapters-for-alarm-sales-buyers-criteria-hot-buttons/
About Mark Tosoni
Mark Tosoni is a sales success expert and a reputed master at selling and teaching others to sell alarm systems. With a career spanning over 2 1/2 decades, having built and sold 3 million-dollar-companies by age 40 he is currently running his 4th in the alarm industry. His success with these companies comes down to inspiring people to create a vision and purpose for their life bringing them into their highest potential. Mark is the go-to guy when it comes to developing six figure rock star alarm sales pros. He accomplishes this through his powerful ” sales success” group and one-on-one coaching. He has done over 2000 trainings throughout his career. He is considered by many the best coach and sales trainer in the alarm industry largely due to his psychologically based sales approach and what he calls the ” success triangle” which consists of your skill-set, your mindset and your God-set, along with a healthy philosophy of selling. Mark’s keys to success and making money are Hidden Sales Success Secrets he discovered, which when implemented, will create a bigger, fatter paycheck with less effort. By engaging in his coaching programs, Mark Tosoni can take your 5-figure paycheck and quickly turn it into 6 figures.