When I started selling I was trained that control and managing the communication process was the key to success. Do a good fact find, identify needs, pick the right features and make the benefits crystal clear, summarise and close – simple.
And that sadly is still what many sales processes look and feel like today – except the world has changed.
Now prospects and clients have all the options and can find out all they need to before making a purchase – and n0 salesperson has to get in the way. So how can you “sell” in a world where the cunning customer has the audacity to find out all they need to know before placing an order.
Educate – Educate – Educate
Provide prospects with free high quality information – help them to find out all they need to know and more besides and then they will call you to find out more. It does mean that you need to know what you’re doing and that your product or service offers real value – the days of conning your way to regular income have long gone.
Education Marketing is the way forward, so start today and let your prospects and customers find out what they don’t know.
Filed under: Uncategorized Tagged: | Business Development, ideas, new business
