Sales Tip #106

Dated: 22 November,2010

Your persistence may get you that first client meeting, but the ideas you propose about how to improve their revenue or business situation should be your strongest selling points.

Once you have a foot in the door, use the opportunity to the maximum. The focus should be on the benefits and value to be derived from buying your product. Place the spotlight on the client’s business and how his processes will be improved or how his revenue streams will be expanded by investing in your product. Your client won’t be sold by your persistence in the meeting. He will want to know the facts and figures about how he will benefit from your product. Respond directly to his needs and you will have his undivided attention.

Click here to read this post at The Science and Art of Selling by Alen Majer.

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