One of the difficulties in selling a service is that potential clients (we’ll call them “prospects” here) often don’t know whether they should be using what you provide. Your prospect has a problem, but they may not understand how your service can help them. And even if they’ve tried a similar service in the past, […]
Can you recognise the time to start selling?
It is important for everyone on your revenue engine team to recognise the signs that indicate when to switch from delivery mode (or customer service mode) into sales mode. Professionals, technical staff and service providers that work on a project, or are engaged on an ongoing basis, usually find themselves in frequent contact with clients […]
How to make people trust you
Research into technology brands by Forrester has shown that: High complexity equals low trust. Late-adopters (risk averse) are less likely to trust brands than early-adopters (risk tolerant). These findings have relevance for developing trust-based relationships with clients. High complexity = low trust The bottom line is that to create trust you need to be focused […]
Use a competitive value analysis to win more sales
Smart sellers engage with prospects only after they have developed a thorough understanding of how they stack up against common competitors. To be confident and win more business you must clearly understand how your services or products compare to competitors. This competitive analysis should be done from the client’s perspective. Be objective. Don’t limit your […]