Posts from — February 2007

Some people believe that the job of the seller is to communicate and offer value, or to differentiate their offering so buyers know how to choose one product over another. I’ve also heard it said that the products themselves create value.

But in this world of global information flow, it’s almost impossible to differentiate yourself by your product alone, no matter how good it is: we all realize that giving clients product information, or asking the questions that have them reveal current problems or preferences, does not get the product sold – or you’d be closing a lot more sales.  Read more...

Want to increase your sales immediately?

Virtually everyone wants a quick, easy solution that will help them increase their sales. Fortunately, in all but a few situations, this is not an impossible task. The key is to sell to the right people. This doesn’t mean trying to connect with the key decision-maker in a particular organization or creating a list of ideal companies to contact. I’m talking about tapping into your existing customer base.  Read more...