{"id":2370,"date":"2016-12-15T08:00:15","date_gmt":"2016-12-15T13:00:15","guid":{"rendered":"http:\/\/sakanashiandassociates.com\/blog\/?p=2370"},"modified":"2016-12-14T22:08:40","modified_gmt":"2016-12-15T03:08:40","slug":"thoughtful-thursdays-what-do-you-sell","status":"publish","type":"post","link":"https:\/\/sakanashiandassociates.com\/blog\/2016\/12\/15\/thoughtful-thursdays-what-do-you-sell\/","title":{"rendered":"Thoughtful Thursdays &#8211; What do you sell?"},"content":{"rendered":"<p>Every sales person knows what they sell, just task them: &#8220;What do you sell?&#8221; 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.<\/p>\n<p>Today&#8217;s sales thought is about responding to that question.<\/p>\n<p>In some cases the answer is very clear and does not require a lot of explanation:<\/p>\n<ul>\n<li>I sell BMW automobiles.<\/li>\n<li>I sell Dell laptop computers.<\/li>\n<\/ul>\n<p>Unfortunately, it is not as easy to explain in most cases. Many\u00a0products and or services when described are ambiguous or have become commodities and can be though of as a &#8220;dime a dozen&#8221;.<\/p>\n<ul>\n<li>I sell software.<\/li>\n<li>I sell business consulting services.<\/li>\n<li>I sell solutions.<\/li>\n<li>I sell web marketing services<\/li>\n<\/ul>\n<p>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.<\/p>\n<p>Focusing on, and talking about\u00a0a problem you solve speaks to a value proposition and competitive advantage\u00a0and is more impactful than simply stating what you sell.<\/p>\n<ul>\n<li>Our customers&#8217; sales revenues increase\u00a0an average of 5% per year above expectations as a result of improved close rates.<\/li>\n<li>One of our customers\u00a0saved $20,000 a year in overtime costs after we worked together on their manufacturing processes.<\/li>\n<\/ul>\n<p>Sell the problem you solve, not the product you sell.<\/p>\n<p>Good selling,<br \/>\nRichard<\/p>\n<p>Have a question about sales? <a href=\"http:\/\/www.sakanashiandassociates.com\/contact\" target=\"_blank\">Contact Sakanashi and Associates Inc.<\/a> and I will respond.<\/p>\n<p>Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Every sales person knows what they sell, just task them: &#8220;What do you sell?&#8221; The response to that question can reveal a lot about the person, and determine whether or not you will continue to&#8230; <a href=\"https:\/\/sakanashiandassociates.com\/blog\/2016\/12\/15\/thoughtful-thursdays-what-do-you-sell\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":2374,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[67,68,15,5,3],"tags":[83,50,60,35,73],"class_list":["post-2370","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-pbfptl","category-people-buy-from-people-they-like-2","category-sales","category-sales-tips","category-thoughtful-thursdays","tag-pbfptl","tag-people-buy-from-people-they-like","tag-sales-2","tag-sales-tips-2","tag-thoughtful-thursdays"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2370","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/comments?post=2370"}],"version-history":[{"count":4,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2370\/revisions"}],"predecessor-version":[{"id":2375,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/posts\/2370\/revisions\/2375"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media\/2374"}],"wp:attachment":[{"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/media?parent=2370"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/categories?post=2370"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sakanashiandassociates.com\/blog\/wp-json\/wp\/v2\/tags?post=2370"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}