How to Get Inside Information for Solution Selling. Selling software used to be deemed a "technical sale" where the primary goal of the sales rep was to provide information to the customer. [Selling Power, Software Sales Newsletter]
The more you know about a customer's unique situation, the easier it is to sell.? So how do you find out the dirt (details) necessary to close large opportunities?? A recent Selling Power, Software Sales Newsletter, tells you how...
But is just having information about your target prospects enough?? Gathering information is easy; turning it into knowledge is the hard part that you'll need to build strong business relationships.
Remember, prospects don't care what you know until they know how it will help them. Here is how to approach background research to turn selling encounters into profitable opportunities for all involved:
To learn a simple strategy to know what is important about customers desires, so that you sell more, send a SASE to UNDERSTANDING CUSTOMER DESIRES, Dept GI-0603B, PMB 6618, 2711 Centerville Rd., Ste 120, Wilmington, DE 19808.
An advance skill presented here, is to know enough about prospects and customers situations to be a valuable trusted advisor. But no matter what, remember ...
It doesn't matter what you know about customers, it only matters what you do with that information. Use this new knowledge to improve credibility, to provide realistic solutions, and address expectations. Do this, and prospects will appreciate your efforts enough to become customers.
By Justin Hitt at February 22, 2006 2:43 PM Subscribe in a reader
Listed below are links to weblogs that reference How To Increase Sales By Becoming An Insider To The Customer:
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