Get to the Point: What Do You Sell, and Why Would Anyone Want It?
What are you selling? If you’re already rambling about the benefits and features of your specific product, STOP RIGHT THERE! You’re getting way ahead of yourself. Think of all the things you sell before your product or service. There are many fundamental things that must happen before an actual sale is made: You research. You make contact. You set up an appointment. You give a powerful presentation. You set up a trial of your product. Chances are you will have to go through most, if not all, of these steps with your prospect before they will seriously consider purchasing your product. All of these fundamental things can either be a step towards that wonderful sale, or a devastating roadblock. If you get stuck at one, you may never make it to the sale. You must see the sale as a broad picture and understand exactly where you are in its progress at any given time. You must have a clear objective of where you want to go and understand the motives that will make your prospect want to take
Related Questions
- I have a personal 800 number, personal greeting, voicemail, fax service,pager insurance and my customers use operator dispatch with my pager. Do I have to cancel these features?
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- Get to the Point: What Do You Sell, and Why Would Anyone Want It?
