Time Magazine made me Person of the Year.
Some people believe that the job of the seller is to communicate and offer value, or to differentiate their offering so buyers know how to choose one product over another. I've also heard it said that the products themselves create value.
Do you know the difference between which prospect you'll close and which one you'll lose?
The old adage goes: no one likes change. But I believe that people enjoy change; they just don't know how to change without disrupting their status quo.
You're a professional - either a doctor, or a dentist, or an artist. Maybe you're an independent sales person who works on commission, or a speaker who must sell yourself.
Until now, we've all recognized that buy-In is necessary when implementing change.
My neighbor - a lovely man I've known, and have had social contact with for years - is the COO of one of the world's largest companies.
Our jobs as sellers have changed: the net has taken over a good portion of our sales job.
Sounds like a simple question, right? Sounds like all prospects have to do is to see they've got a problem, find a good solution (your product, hopefully), and plunk their money down.
Sellers have the mistaken belief that by presenting, pitching, and positioning their product effectively, by being nice-nice-nice, and by showing 'care' and 'concern' for 'needs', a buyer will buy.
iEntry 10th Anniversary
RSS
Newsletter
Advertising
