B2bsales's Blog
"We help people stop selling."

Don’t show up and throw up

Had an interesting client today. They are a “re-seller” of sorts and feel since what they do is fairly different and new, they should be out there “educating” people on their apointments. Seems they can’t close accounts. Of course not ! Selling is not about educating it is about listening and matching what they need to what you have. Education is often a great opportunity to “show up and throw up” on the client. We often assume the more we tell them about what we do will sell it. That couldn’t be further from the truth…When they want to know “exactly what you do… ask some questions then you can fill in the blanks and not overload them with what isn’t important to them.

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