What is it?
The Think Ahead Effect is all about anticipating the needs of your buyers and making suggestions / providing information that will be of value.
Why does it work?
It works because it makes your buyer feel like you actually care about them and are actually paying attention- you’re not just in it for the money. By thinking ahead, anticipating needs and making suggestions or sharing advice, you are helping your buyer to achieve their desired outcome and perhaps also educating them as to what comes next and what to expect.
How can you use it?
Depending on your offering, there are a couple of ways you can implement this. The main goal is to help your buyer move closer to their end result faster (whether this means buying more from you or not).
1 – Advise what other people did or bought when they were in a similar position.
2 – Ask/remind/advise the buyer about the other things they might need.
3 – Provide resources that are useful to the buyer on their journey.
Like this kind of stuff? Want more?
Then Practical Sales Training™ is for you…
Action focussed, affordable sales training
for entrepreneurs and small business owners.
Brought to you by James Newell