Strategy & Customer Needs Analysis
What’s The Problem?
One of the best salespeople I ever worked with had a simple philosophy. He said his job wasn’t to sell stuff to people, it was to solve their problems. “And[...]
Tagged: benefits
Books · Strategy & Customer Needs Analysis
12 Tips on How to Manage Sponsorship in your Media Company
From “Fun Is A Serious Business – The More FM Story” For a sponsorship to be effective, it is important that it generates media exposure with the target audience. This[...]
The ‘Not Needed Bits’
I’m working with a real estate client at the moment. It’s a large development that’s been ongoing for a couple of years. He rang me last week very excited. “Block[...]
Strategy & Customer Needs Analysis
Do You Sell Positive or Negative Benefits?
I was always taught when I began selling advertising time to clients that by all means sell the features of the product, but always reinforce the benefits. Want is the[...]
I Have Been in Business for 25 Years….
Yawn, yawn, yawn… wake me up when you’re finished. How many times have you heard an advertiser insist that you put in how many years they have been in business[...]
Don’t Let the Negotiating Cat Out of the Bag
I snapped this photo the other day while in the city after it highlighted what I think is a serious negotiation flaw. We’ve talked before about selling features and benefits[...]
Training & Personal Development
Sell Yourself in 2011
Welcome to 2011 everyone! Hope you all had an enjoyable break with friends and family and are recharged and ready to go for the new year. I wanted to start[...]
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