Let’s talk opportunity.
Look around. You may not immediately see it, but the world is full of opportunity.
Look closer - at your market. See what everyone is doing? It’s wrong.
Odds favor that whatever your competition is doing to build their business is exactly what you shouldn’t be doing.
Why?
Because everyone is doing the same thing. Boring. Unimaginative. […]
Whatever you're doing now, do this next - get your pen, place it to paper, and write a thank you note to a colleague, customer, supplier, or friend that deserves one. It doesn't have to be long, it doesn't have to be eloquent, it just needs to happen.
Personal notes of thanks are probably […]
There is absolutely nothing wrong or immoral about being a salesperson. That being said, we have too many salespeople in sales organizations and not enough businesspeople.
Salespeople tend to focus on themselves and the products and services they sell. Businesspeople focus on solving problems and opening new opportunities, focusing on the outcome of the solutions […]
Would you say it’s better to take a consultative approach to selling, working with a customer to create a solution that meets their needs or do you think it’s best to determine ahead of time what you have to sell and force-feed it to as many people as you can?
Until recently, Sun Microsystems thought […]
Q: To what extent are features and functionality relevant to speak about when discussing and selling benefits?
A:Features and functionality are relevant to the extent they prove your ability to deliver the benefits and difference your customer wishes to purchase.
Whatever you sell – whether a product or service – you are sure to have a range […]
Something hi-tech marketing and sales people love to talk about is their product and service seeds-feeds-features-functionalities. These are the numerous things bulleted on datasheets and technical bulletins. And they’re the things a prospective customer cares little about…unless you let them.
It’s true.
Customers don’t want to buy whatever physical product or service you sell. No one […]