How do you sell?

Submitted by Corey Smith on Thu, 08/21/2008 - 07:26

In thinking a little about how you might compete, I also pose the question of how you sell? Sales tactics have evolved over the years. By and large, people don't want to be "sold to." But, they do want to have their problems solved.

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If you talk about your products all the time, you are simply a pitchman. The natural question that follows from the client is, "Okay, so how much is it?" You put yourself into a position that they client will naturally look for the lowest price.

If you talk about how you can solve their business problems, then the landscape changes. You become the expert and not the salesman. You become a resource to them where they can learn how to solve their problems.

When talking about solving business problems, the price is de-emphasized. It opens up your opportunities.



Corey Smith is a businessman, writer, technology fanatic, graphic designer and web developer.

He is the webmaster for CopierCatalog.com, the Chief Web Architect for Dealer Marketing Systems, the Editor in Chief for OfficeProductNews.net and the VP of Technology for Seybold Scientific.

You can find him on Twitter, FriendFeed, and LinkedIn.

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Submitted by Greg Walters (not verified) on Thu, 08/21/2008 - 18:27.
Most assuredly. Whatever the Selling Person concentrates on is exactly what the Prospect will concentrate on. It's funny, I can always tell when one of my prospects has spoken to a "competitor"; their talk track starts to change - so I bring them back to the reason we got together in the first place - solving a problem not getting copies to come out faster... I say, all copier people should sell speeds and feeds - makes my position so much stronger...

Submitted by ChangeForge | Ken Stewart | Where business and technology co (not verified) on Fri, 08/22/2008 - 09:00.
[...] did you SOLVE their security [...]
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