How do you get to speak in the language that connects with the buyer? By asking, “So?”. Virtually all in-house sales training busy themselves with product knowledge. So if I’m selling waste-water treatment equipment, my in-house training will focus on the types of plants we have, their specifications, what they can do and how they
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Aligning (instead of conflicting) your objectives to that of the buyer, will more likely progress the sale to fruition, faster. What’s the objective of a client meeting? The average seller will dismissively say, “Duh! To make a sale, of course.” The same question to the buyer will yield this sombre response: “To get information”. Conflicting
How do I make customers see the benefits of my product, HOw to show the value of a product, Solution Selling
Sellers out to offer solutions, accept that their product has limitations but will not stop at seeking a solution for the prospect. Your product has limitations; it is not a panacea to all the client’s needs. This is a pill most salespeople struggle to swallow. It does not help matters when selling is seen as