Selling is not about convincing or persuading! Sales is about matching a solution to a problem. LISTEN, LEARN AND CONNECT what you have to offer to the problem they are having.
THREE DON’TS YOU SHOULD ALWAYS HAVE IN MIND
1. Don’t mistake activity for productivity!
Productivity is taking action that makes progress toward a goal. Focus on moving each sales process forward rather. Don’t fall in the trap of busy work, data entry, useless reports and other office clutter.
2. Never give a standard presentation
Tailor your presentation to fit the buyer's particular needs and wants. A standard presentation can kill an interested buyer. Be careful!
Take a look at one e-mail sent by my favorite sales and marketing team and be inspired
3. Never sell exclusively on price.
Clients are not buying your product, they’re buying what your product can do for them. They're buying the benefits.
My name is T. S. Coelho and I live in Lisbon, Portugal, with my husband and three kids. I work in the asset management industry, managing an equities fund.