With my recent move from Vancouver BC to Wilmington NC has come a change in local clientele. That is the biggest challenge I’ve had to work on over the past couple of months. The difference in clientele is this: it has changed from primarily CEO-types to small business owners. And I’m here to tell ya, [...]
|
||||||
|
Last entry we discussed why features and benefits-driven scripts aren’t an efficient or effective means of finding qualified prospects. Then I suggested that finding out some typical reasons people have done business with you would be a useful task. So let’s say you’ve got several of those reasons, understood and written down. If the main [...] Nearly all of the sales training advice you’ll find on the Internet tells you to get your features and benefits together in a list, and then start writing your cold calling script based on those benefits. Then you’re supposed to head on out there, start talking to people and hope that one or two of [...] So we’ve learned that customers buy for their own reasons, not yours. They don’t buy something because of all the features and benefits you spouted out: they buy because some of those features and benefits accidentally matched up with solving some of the problems they have. This seems an awful lot like walking down [...] We left off in the last entry with a serious question. Since trying to push or pull the prospect along to a sale results in an inefficient and ineffective sales process, what’s left to do? This can be a very disturbing question for salespeople. I was in technical sales for several years, and worked with [...] Let’s talk about the intent of your sales process for a moment. Are you trying to push your prospects into buying from you, or pull them into buying from you? In my opinion, both those approaches are wrong. Selling based on features and benefits results in trying to make the prospect buy from [...] All right! After several months of searching for the right fit, and hopefully something that would meet my income requirements while allowing me to stay in Wilmington, NC, I’ve found and been working in a good role. I’ve found a sales training organization here with a process that matches up very well with the consultative [...] |
||||||
|
Copyright © 2012 kanigan.ca - All Rights Reserved |
||||||