Thoughtful Thursdays – What do you sell?
Every sales person knows what they sell, just task them: “What do you sell?” The response to that question can reveal a lot about the person, and determine whether or not you will continue to engage in conversation with them.
Today’s sales thought is about responding to that question.
In some cases the answer is very clear and does not require a lot of explanation:
- I sell BMW automobiles.
- I sell Dell laptop computers.
Unfortunately, it is not as easy to explain in most cases. Many products and or services when described are ambiguous or have become commodities and can be though of as a “dime a dozen”.
- I sell software.
- I sell business consulting services.
- I sell solutions.
- I sell web marketing services
Instead of talking about what you sell, try talking about how what you sell helps your customers. A colleague of mine says to stop selling and start helping.
Focusing on, and talking about a problem you solve speaks to a value proposition and competitive advantage and is more impactful than simply stating what you sell.
- Our customers’ sales revenues increase an average of 5% per year above expectations as a result of improved close rates.
- One of our customers saved $20,000 a year in overtime costs after we worked together on their manufacturing processes.
Sell the problem you solve, not the product you sell.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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