Selling a service or technical product can be like “selling the invisible”. Clients can’t directly see what they’ll be getting. And that’s why just about every expertise-based business relies on some form of ‘proof’ that they can deliver what they offer. Potential clients simply don’t know whether you can do what you say you’ll do. […]
Who is driving your sales?
A client of mine was in a difficult situation. He and a partner developed a CD-based (digital product) learning aid to be used in tertiary education institutions. Both partners have “inside knowledge” of what students require, they are well qualified in their field, and they know how to produce the product. So what’s the problem? […]
Selling HR services to other executives
Selling Human Resources services is easy – it’s all about adding value Note: Although this article discusses the HR function it applies equally to other corporate services. Within most corporate environments there is a focus on achieving tangible financial results. Companies – and executives – either thrive or suffer as a result of monthly or […]
Sales trap: We love to talk, but really need to listen
Sellers love to talk about what they have My anecdotal research has clearly shown that, when it comes to selling, the part sellers are most comfortable with is talking about what they do. Explaining their services and how they can help the client. So what do you think happens in most sales encounters? That’s right… […]
You cant sell to everybody, so disqualify most
Web content guru Gerry McGovern once wrote … “Every time you serve someone, you make someone else wait.” Gerry was talking about the investment in creating content for web sites. I have re-phrased his words with a sales context. You can’t sell to everyone, so disqualify most Gerry went further by explaining … “Every time […]
Is your sales process killing your results?
One very important step in maximising results from your sales activities is to consider each of the steps, or contact points, that a prospect will experience with you during your initial contact and sales discussion. This is your ‘sales process’ Just like a manufacturer has a process to take raw materials and create a finished […]
How to win more sales from your quotes
You’ve discussed the situation with your prospect. You have the information you need. Now it’s time to prepare your quote. You spend time writing-up and reviewing your quote, being sure to address the key requirements discussed with your prospect. You’ve invested time, effort and money in getting to this point. What do you do next? […]