In the book “the transparency sale” author talks about what moves buyers towards your product:
- Trust in your product. How much can your product be trusted in solving the pain points?
- Is your product going to avoid buyer’s confusion? The buyer gets pitched every day. Is your product the needle in the haystack?
- Buyers preference. Is your product providing everything a buyer is looking for?
- Is the buyer willing to pay the price you are quoting?
In sales all these work in equilibrium.