WHAT ARE YOU SELLING?
Regardless of your company’s size and its product or service, you are responsible for selling. If you can’t readily identify exactly what you’re selling and why your customers are buying it, you will have a difficult time identifying prospects and setting appointments to sell to them.
Here’s a hint: the answer to what you are selling extends far beyond the items on your brochure of services or your product line.
Call your most recently closed client and ask her why she bought from you. Use this information in your next sales call.
Get Smart Prospecting That Works Every Time!: Win More Clients with Fewer Cold Calls now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
