Archive for Tag: benefits

Internal sales training and challenges

Many companies sabotage their sales efforts through their internal sales training programs, methods. Most internal sessions of training are product-oriented, with a technocrat (say, an engineer or underwriter) called in to drive home the product knowledge; yet success in selling is buyer-oriented. Focus on how the buyer benefits instead of narrowing down on features that

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Beat The Competition By Selling To The Buyer’s Real Reason For Buying

On the surface these look like genuine reasons to buy; but they are no different than being invited to buy a shirt because “it will cover your nakedness”.   Why do buyers really buy your product or service? Chew on that; we’ll come back to it. In my classes, whenever I ask the question, “Why

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