Thoughtful Thursdays – What are we selling today?
As professional sales people, we are taught to identify needs, quantify value and provide effective solutions for our customers.
It is easy to become foused on solutions too early in the sales process.
Every day our prospects are bombarded with value propostions and benefit statements:
- Buy now and save
- Make your life easier
- Have more time to do what you want
- Increase productivity
- Increase profits
The list goes on and on.
I am not saying that the benefits are not important, becase they are. What I am saying is to pick the right time to talk about them.
My point is this; when would you believe the sales representative when they start talkig about how much they can save you?
When you trust them, right?
Let’s sell ourselves first and establish rapport before trying to sell our recommendations. Every meeting you have offers the opportunity to build the relationship.
Have a question about sales? Contact Sakanashi and Associates Inc. and I will be happy to respond.
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