Sales 101
by Fred Roed on 24/01/07 at 9:38 pm
2 comments
1. Identify the ‘problem’ that your product is solving.
2. Know the benefits of what you’re selling (as apposed to features).
3. When in front of your potential customer, ask loads of questions.
4. Let them talk, and listen good. Your customer’s answers will identify opportunities. In other words, you must expose the ‘pain’ that your customer feels because of the problem that your product solves.
5. Once the problem and your potential customer’s pain has been exposed, present the solution i.e. your product.
Fred Roed is the marketing guy in the Ideate crew. Fred is the CEO of web marketing company World Wide Creative and the co-founder of online learning portal Heavy Chef. Fred loves writing about people out there doing marketing right. Follow Fred on Twitter here. View more articles by Fred Roed.
Jon
Jan 29th, 2007
This is the classic stuff from the good old days of WWC sales drought.
I’m learning huge amounts about sales in my new job. Where the product is not what you sale but what you know. It’s quite strange, anybody can sell oil, it’s pretty much the same stuff. But your business is really about being the guy who know’s people. The guy who can supply oil by truck to Mauritania when the govt oil company has run out of supply.
Fred
Jan 29th, 2007
Brother – Shane is reading ‘Never Eat Alone’ by Keith Ferrazzi (check out http://www.ideate.co.za/archives/303). I reckon you should swing by and pick it up straight after hes finished. It’s pretty much saying exactly that.