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Atricle Dump - How Questions Help us Focus on the Reasons Buyers Purchase
Filed under: brainstorming corner — @ 12:22 pmA disruptive technology is a new technological innovation, product, or service that eventually overturns the existing dominant technology in the market, despite the fact that the disruptive technology is both radically different from the leading technology and that it often initially performs worse than the leading tec
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about
"Moscow aside, if you look at central and eastern Europe, Bucharest is probably the biggest and most interesting opportunity for property investors right now," says Edit Vesser, corporate director for CB Richard Ellis in Bucharest in an article recently published by the esteemed Irish Times.In February 2005, I first alerted readers of Escape Artist to the incredib
One reason people fail in sales is a strong belief they must sell their product or service to everyone. I met someone who held this strong belief this weekend when he said “everyone is a potential customer”. This wasn’t the first time I’ve heard this. I worked in an industry where this belief was part of its culture. The sales strategy was to focus on presenting features and benefits.
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about
Lean Six Sigma combines the quality improvements that come from using Six Sigma with the speed improvements that come from using Lean manufacturing principles . Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects in any process -- from manufacturing to transactional and from product to service. Lean manufacturing focuses on improving
One reason people fail in sales is a strong belief they must sell their product or service to everyone. I met someone who held this strong belief this weekend when he said “everyone is a potential customer”. This wasn’t the first time I’ve heard this. I worked in an industry where this belief was part of its culture. The sales strategy was to focus on presenting features and benefits.
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about
When looking for parking lot sweepers, street sweepers and industrial sweepers, you should keep in mind a few important characteristics to look for in the sweeper. First, you will want a parking lot, street, or industrial sweeper that can handle the high amount of debris accumulation that can gather in all of these areas. When considering a parking lot sweeper or stree
During this era I spent countless hours learning how to demonstrate copier and fax systems, including memorizing sales scripts for each product. We held contests to test our presentation skills and our knowledge of the products and services we sold. This worked well and we sold plenty of equipment. The difference then, was that it was an emerging product line when everyone was a potential customer. This sales strategy doesn’t work well in mature markets.
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about
The days are long gone when managers felt free to sit on the phone for half an hour, providing an in-depth job reference for a former colleague or subordinate. These days, HR departments are cracking down on renegade reference-givers, restricting references to the basic facts of job title, start date and ending date.The good news is that managers are off the hook
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about
Thanks to the internet, people are now able to shop, communicate and even find jobs right at the comforts of their own home. You have to face the fact that with hundreds or even thousands of people looking for a decent job, you too will find it hard to find a job. You have to wait in a long line of equally qualified people competing to get the job and you have to work ha
How a Little Product Knowledge Can be Dangerous
If we sold nails to customers, we should learn everything there is to know about nails. Perhaps we would review product specifications and test our knowledge so we know all the inside information on nails. We might have sales demonstration contests that teach us how to present the superior benefits and features of our nails and why they are better than the competition. These sales exercises and the focus on our product might be a hazard for some salespeople. This is particularly true if sales training focused only on the product and not the questions to ask.
Focus on the Reason and Application
Having strong product knowledge is important. However, product knowledge is not as important as learning the questions to ask. A sales person should learn the reasons for using the product too. A good sales person will learn the benefits and problems the product will resolve so they can use this information in questioning prospects about the application.
Remember the story about selling me a nail? If you asked why I needed a nail, you might learn that I want to hang a very
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