Posts Tagged ‘sales’

What do you sell?

This is a question which I ask every client at the beginning of any project and invariably I get we sell so & so widgets or service, which is the reply I expect.

BUT, and it is a ‘big but’, that is what your product IS and not what your customer is purchasing from you.

Invariably I get a get a look from puzzled to ‘this guy is nuts’!

 

So do you know what you sell?

 

I need more customers

 

That is a comment I often receive when discussing sales development with potential clients.

Invariably I respond – no you don’t which gets some strange looks, if not comments!

I then add to that statement: You already have them!

 

That is the point, most businesses have a database, in one form or another of customers but they are not using it.

Columbo

I love watching Columbo. Infact I’ll be curling up on the sofa this afternoon with a cuppa to watch it. I don’t care which episode it is. I don’t care if I have seen it 15 times already. I’ll still be glued to the TV

Even if you have only ever seen one episode you’ll probably know that Columbo often looks like he is going to leave his suspect in peace but at the last second comes back to ask ‘just one more thing.’

It’s a great technique and always gives him a vital piece of information.

As techniques go it is one that could prove invaluable to you too. Give it a go when you are next talking to a customer or prospect. If you ask one extra question you could end up getting the vital piece of information that will get you the contract, a larger order or establish a loyalty to you as a supplier that didn’t already exist.

Think like the buyer

The previous article covered the subject of your customers purchasing on need
www.thebusinessbloggingnetwork.com/?p=1552.

You have made contact with your customer, identified a requirement & understood their needs (hopefully)
You are now working on closing the order.

Before that meeting or call you must sit down and consider your approach and answer three questions:
What do they gain by purchasing from me?
Why would your product make their job easier?
Why should they buy from you?

Sell………..not tell……Pleeease?

Stop spouting features and sell the benefits ! Read the rest of this entry »