The One Stop Shop Effect

 

Practical Sales Training™ > How to Engage > The One Stop Shop Effect

 

 

 

What is it?

Convenience is a powerful motivator for your buyer. If you sell everything they need to achieve the result they are looking for, then describing yourself as a one stop shop can be a compelling thing.

 

Why does it work?

It works because, as buyers,  we like things to be easy. If I only have to deal with you and you can sell me everything I need, it feels like you are a specialist and capable of meeting my needs.

 

How can you use it?

You will know straight away this will apply to you.

Simply ask yourself – “do we sell everything our buyers need to solve xyz problem or achieve xyz goal?”

 

Example

This bike shop sells bikes, services them, rents them and sells accessories- it’s everything you need.

 

See also