January 29

Desire: Employing the APFADS customer transformation management methodology [Vol. 5]

If you are offering a big ticket item, or requiring any leap of faith from your prospects, then you need to stimulate additional prospect activation energy.

Which is to say that you need to build desire for the purchase.

Yet it isn't about just throwing incentives to simplify the decision.

You must look beyond features and benefits and think about the transformational effect of what this purchase could mean to your prospect (and their business).

Let's discuss the dark art of generating just the right amount of desire, while being true to your brand, and not over-promising and under-delivering.

Welcome to volume 5 of 6 from the APFADS customer transformational management methodology...


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