I feel that Richard White makes several interesting points in this article. One that resonated with me was his concept of showing potential client’s some real value on the initial contact. Which in essence gains their interest at the on set, and to “…help them solve a business problem and (demonstrate) that it is worth them investing some time in talking to you”.
We all have to remember back to the days before we got into sales, when we had a stack of problems and very little time and company resources in which to solve them. Those that came along showing that they had the potential, intellectual capability and resources to help solve my problems, combined with a sincere interest in my circumstance were the first to get through my door or to get a call back.
I think the best advice to new salespeople is to sell in the way that you would want to buy.
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on Dec 8th, 2008 at 3:33 am
I feel that Richard White makes several interesting points in this article. One that resonated with me was his concept of showing potential client’s some real value on the initial contact. Which in essence gains their interest at the on set, and to “…help them solve a business problem and (demonstrate) that it is worth them investing some time in talking to you”.
We all have to remember back to the days before we got into sales, when we had a stack of problems and very little time and company resources in which to solve them. Those that came along showing that they had the potential, intellectual capability and resources to help solve my problems, combined with a sincere interest in my circumstance were the first to get through my door or to get a call back.
I think the best advice to new salespeople is to sell in the way that you would want to buy.
Excellent article Richard.