The rules of selling are changing, again….

Posted by RickPulito under Sales
From http://wp.me 4771 days ago

The rules of successful selling are changing, again, as the marketplace continues to evolve through a protracted global recession. Those who win business in today's environment share a number of qualities, just as those who lag their competition seem to have their own common characteristics. If you want to improve your own rate for reaching consensus with your most important customers, you need to follow these eleven critical rules.

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Comments

Written by businessavante
4771 days ago

Hi Rick,

Great points, but in the case of #2 - people don't buy features - they buy results is misleading. If I know the result or benefit I'm looking for, I'll search looking for the "features" I already know obtain those results.

#3 price IS always a factor, even if it's not the upfront price, but the future cost based on benefits/profits received.

But one thing was left out that I've seen left out of every sales article I've read (1,000's) - convenience, especially in B2C sales. Lots of people really just want the easiest, most convenient venue.

Duncan

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Written by RickPulito
4770 days ago

Duncan,

Thanks for the observations and comments. I don't disagree with you at all. I would add that the post is really centered more on B2B sales than B2C, but many of them do cross over as well. For most things that are sought, it is a buyer's market in B2B. Convenience is a huge factor, and the business model of seller's needs to reflect that. I am still amazed by how many companies avoid transparency, play the price game, or delude themselves into believing that they can't be replaced by an upstart competitor. They eventually find out, and usually the hard way.

Thanks again for checking out Ideationz. And please keep the comments coming.

Cheers,

Rick

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