tag:blogger.com,1999:blog-58966883037544698732011-11-27T16:34:19.805-08:00Sales and Marketing Training for the SME and Start Up EnterpriseBlackfishSolutions.comhttp://www.blogger.com/profile/08087273488299422405noreply@blogger.comBlogger21100tag:blogger.com,1999:blog-5896688303754469873.post-84446902866457068482007-05-28T08:01:00.000-07:002007-05-28T18:37:30.918-07:0020 Years Business to Business sales experience having worked in and trained by Xerox, IBM, GE have shown me that traditional sales techniques are a thing of the past.<br /><br />Most sales training is an adaptation of previous courses using different emphasis or Buzz Words or acronyms.<br /><br />Long Term sales success isnt about Tricks or clever questioning, its not about different Closing techniques.<br /><br />Selling is a defined process which begins and ends with the meeting the customers needs.<br />I have found that a sales person who understands the process and is focussed on the customers needs does not need to focus on closing techniques.<br /><br />One of the most successfull sales people I ever met had a view that if you needed to close you had not done your job correctly and would go back and review where he had gone wrong.<br />Your customer should be convinced of your product, your company and the value of your overall offering well before any close is needed.<br /><br />If you try closing before you have acheived this you show a distinct lack of interest in your customers needs.<br /><br />If you have demonstrated clearly that your product or service fulfills your customers needs you dont need to close.<div class="blogger-post-footer"><img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/5896688303754469873-8444690286645706848?l=blackfishsalestraining.blogspot.com' alt='' /></div>BlackfishSolutions.comhttp://www.blogger.com/profile/08087273488299422405noreply@blogger.com1tag:blogger.com,1999:blog-5896688303754469873.post-48550011024621665252007-05-27T10:23:00.000-07:002007-05-27T10:37:59.773-07:00We all have an opinion about what selling is all about.<br /><br />However before you decide answer this question.<br /><br />Is your selling focussed on selling Product A to Customer A<br /><br />Or is it about Selling your business to Customer A so that this customer wishes to buy Product A B C or any other they have a need for from you.<br /><br />Another way is<br /><br />Is your customer buying the product or are they buying into what your company offers?<br /><br />If its the later you have started a very beneficial relationship.<div class="blogger-post-footer"><img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/5896688303754469873-4855001102462166525?l=blackfishsalestraining.blogspot.com' alt='' /></div>BlackfishSolutions.comhttp://www.blogger.com/profile/08087273488299422405noreply@blogger.com0