There are numerous approaches we can take to selling our own particular range of products or services.
The traditional approach was to define our products’ features and benefits.
But if that’s all we do, we run the risk of seriously underselling ourselves.
It’s every salesperson’s nightmare. You love your company and you understand and believe in its purpose. You’re working hard and you understand your industry. You’ve read all your company and product literature. You’ve listened to other people’s calls and you can answer all the relevant FAQs you can find.
But nothing seems to be working. What now?
Trust isn’t built in a day. I’m sure that we’ve all been on the receiving end of some dodgy sales tactics. It leaves a bad taste and rarely results in us buying whatever’s on offer. Business leaders want to buy from people they trust. Get this wrong and you’ll start to develop a poor reputation.
There’s a never ending debate in the sales community; When making an initial approach to a new prospect, should this be done by phone or email?
Sales people are told to explain their product’s features and benefits, but that’s unlikely to actually win the sale. What we need to do is understand the real value that the prospect is going to receive from our products and asking the question “So What?” can help us do this.
Bootstrapping is a really common strategy in the early stages of many businesses. It allows the founder(s) to build a customer base, revenues and profits at their own pace.