Why do people buy from you?

Sales theory is great … as far as it goes. I’m not against theory, after all I teach it. But theory is only the beginning. We can talk about what potential compelling reasons to buy are in general. We can get more specific and identify specific compelling reasons for your industry (in theory anyway). When your marketing department gets involved they talk about your value proposition, which is another way of saying what compelling reasons are you aiming at fixing. But do you know why your actual real live current customers actually bought from you. Did you just show up at the right time? Is it something you said? Is it one particular feature of the product or service that appealed to them? Don’t you think it might be important to know? Maybe other people have the same issue. Maybe it will change what you say on your next sales call. Maybe it will give you an idea of how to conduct the next sales call. Maybe it will give you an idea of how to better configure your service. Maybe … well you get the idea. Maybe it would be a good idea to ask???