“A sale isn’t a thing, it’s a process. It isn’t standing still, it’s moving. It isn’t one long job, it’s a series of smaller jobs.”
Those successful in sales know how to establish a foundation with a buyer by placing emphasis on issues that are relevant to the buyer’s particular situation. There are many ways in which to work towards making the ultimate sale:
- Cite general benefits your company provides that relate to the buyer’s needs, wants, and issues
- Give results of how specific clients have benefited
- Suggest that similar benefits are possible
Things easily understood as beneficial to the buyer will be given high consideration, and will help establish your credibility as a knowledgeable salesperson.
The Sales Advantage