Posts Tagged ‘Relevant Benefits’
You’re Not Ready for That Call!
Somehow, it seems that a post on preparing for sales calls/meetings would be totally unnecessary. One would hope all sales professionals would have a plan for every call, if only to manage their own time very well. When I talk to sales people about the importance of sales call/meeting planning, the responses tend to fall…
Read MoreFeatures and Benefits
Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits—FABs). Our product marketing and marketing teams load us up with content and presentations with endless lists of features and benefits. Visit any web site, and…
Read MoreFind Your Sweet Spot
Who should buy stuff from you? If you’re like most business owners or leaders that I know, your knee-jerk answer is something just slightly smaller than “everyone on the planet.” But “everyone on the planet” can’t be your sweet spot customer. You need to narrow it down a little. Businesses who need insurance or parents,…
Read MoreElevator Speech Part 3: What You Offer
So you’re rounding the corner now on the elevator speech, which I say is something all business owners should be able to do. You’ve done the market story, which was part 1, and the why you, part 2. You’re about 30 seconds or so into your one minute talk. And I hope you agree that this…
Read MoreSelling the Vision is Easier Than Selling the Product
I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have to know about things like GUI’s, software architectures, installation, coding, memory utilization, caching, pipelining, and all sorts of little details.…
Read MoreSeth Godin Was Wrong: The Trouble with “Remarkable”
Seth Godin is a pretty smart guy. He invented permission marketing, popularized tribes, and taught us how to become the linchpin of our professional environments. He also reinvented book publishing with the Domino Project. Among his many good ideas is the concept of the Purple Cow—the idea that being remarkable is the key to attracting attention and success. Well, I…
Read MoreThe Killer Closing Technique
CLV versus EVC
Are You Selling What Your Customers Want to Buy?
Care About Them, Not Us
