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Tag: problem solving

Sell the value

June 6, 2011
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| Categories: Business to Business, Business to Consumer, Telesales

I stumbled across a YouTube video whilst browsing one of my favourite sites and enjoyed five minutes on fab selling. Features, advantages and benefits, you know, turning a feature of your product into a benefit by making sure you use "which means to you" or "so that you can." It brought back fond memoires. But it's so out of date now. Are you? To keep ahead, we have to evolve as salespeople and begin to think about selling value and how our customer's problems will be solved. We have an…

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Find the Pain

November 7, 2010
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| Categories: Business to Business, Telesales

I've used Sage Instant Accounts software since 2000 to process my business accounting. It does a great job at a very mundane task crunching numbers. In fact I've been running the same version 10 since 2006, and I've not upgraded because there's been no value to do so. After all numbers and figures are just that...numbers and figures. Out of nowhere the sales rep from Sage phoned me.  Happy to talk to him, I let him do his sales pitch.  His manner and style were excellent, a nice bloke.  Shame…

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Customers will strive to avoid pain

January 8, 2010
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| Categories: Business to Business, Business to Consumer, Customer Care, Inner Game, Telesales

Have you noticed how many diet products there are on the market right now?  Even Tesco's Supermarket  is promoting its online diet. And have you noticed how they are marketing it to people. Are they focussing on losing weight, trimming inches or are they focussing on a new you, a slimmer figure? Research from Minnesota University in late 2008 has shown that the buying public are more concerned with trying to avoid pain when buying products or services than anything else. In fact, over 80% of the people they interviewed…

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