Selling major new, innovative products is hard, especially if it's to new B2B clients. There are only few people who are good and successful at it. At the same time it is a crucial capability for many...
KSF 1. UNDERSTAND THE BUSINESS: Segment the Market (find the Leader by Market Segment) and Understand how they generate $$$.
KSF 2. DEFINE ECONOMICAL ADVANTAGES using your product or service. Define ...
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Maurice Hogarth Consultant, United Kingdom
Selling to People not Businesses
I do not disagree with Steenburgh and Ahearne.
As I understand it, it is PEOPLE who buy, on the basis of the BENEFITS to the “buyer”, which derive from the features of the product/service.
So factor...
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Alexey Timoshek Russian Federation
Consumer Journey - When to Sell
@Maurice Hogarth: very true. If a frontline organization knows the consumer journey well and understands deeply when and how to offer (basing upon the consumer's individual values and beliefs) - so th...
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Paramathmuni srinivas Kumar India
Credibility of the Selling Organization
Even if the manufactured product gives a lot of value to the potential buyers and even if the salesman is very persuasive, it remains very difficult to sell a product to a client who is accustomed to...
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Maurice Hogarth Consultant, United Kingdom
Product Credibility versus Buyer Habit
@Srinivas: Agreed - breaking old habits is difficult. People like to cover their backs with the true and tested (and of course there is a lot of power in being able to criticise a big-name if things g...
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Amar Pandhare
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