Most people just dont get this and I have never worked out why for sure (even though I have trained hudreds of direct sales people)

Trying to sell without establishing a client want first is about as pleasant as clipping your nasal hair with garden shears:-)

Establishing a client want is fun because it can be done without encountering any pressure or sales resistance

For example I cold called (I still do it occasionally I love the challenge;-)an elderly couple in a bricks and mortar business

90% of sales people would set about establishing in their minds that they *need* a web site. Of course its true.
But selling needs to people is hard work and often fruitless

Establish a want and most of the time you are home and dry. In *conversation* they told me that they wanted to retire and go on a world cruise without using their pension to fund it

"What if I could find you a way to help you achieve that?" says I...

Now they *want* my sales proposition to work. Because it fulfills their main want in life

The same is true in online sales. The search for a hungry market should establish that there is a general want of a solution to a problem

I identified that web designers found selling to SME's a problemmatical area (sorry some Linda *g*). As a group they *wanted* a solution or strategies to overcome this pervasive problem

As I said when a want is found they want the solution to work

Simple. But what I can never figure out is why the vast majority of sales and business people find it so difficult to put this into practice. Its like people have an in-built drive to launch into the sales process

So for the record Linda I 100% agree with you again!*g*
Regards
Andy




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