New clients and lesson

I am happy to announce that I have signed up a new client this week. Considering that I'm new to the team and considering that each client takes up a lot of time and effort it is quite an achievement.

Regarding what we teach. A few days ago I was asked why it is that we can teach sales to any industry. This question is very valid but it is exactly the issue of what is problematic with most salespeople. Most salespeople try to sell their product believing that their product is the main reason a potential client will sign on the dotted line and pull out their checkbook. Though not entirely false - it is a very wrong assumption. The client needs to want to do business with you (the salesperson). If they don't want to do business with you, they'll find another company to do business with. If they do want to do business with you they will then oversee the flaws or find solutions for the flaws that your product may have. You are the one they are buying. This is not to say that you don't need to know anything about the product. On the contrary, one of the first thing I tell new clients is that I need to receive as much information about the product as they have. Anything that they know I need to know. Ultimately, though, if you have a meeting with a potential client and that you know that that meeting will be very technical - bring in one of the techies with you to explain that part.

SELL YOURSELF FIRST!