What are you really selling? By Mark Blezard
Updated: Oct 24, 2020
How to sell opportunities not just products
When we’ve been pitching the same product for a long period of time we tend to forget exactly what it is we are #selling. We get caught up in price, product range, competitive items… and forget what the client is actually buying – a personal experience that is unique to them.
A top tip is to have a group session and list all of the possible uses and benefits derived from what you sell. Transpose these into ‘personal experiences’ and think how you would pitch these. Of course, great probing questions are required to find out exactly what your client has in mind!