Selling. Relationship building, and the deal. What do you think is the most important when someone is trying to make the sale? The deal may be the lowest and best one; yet, there’s something more to earning the sale than just the numbers.
As a professional blogger and public relations professional of three decades, I am pitched every day by sales people trying to lure me in. The tools of my trade are expensive especially for any solo business, and I know I must make an investment in many of them in order to service my clients well and efficiently.
Each year at this time, it becomes a battle between the two largest media vendors and others wanting a piece of the action vying for my business. Each year I weigh the deal to determine the best approach for my clients. But, this year was different.
7 Selling Factors to Earn the Business
When you’re a solo business and every expense penny counts, the total of the expenditure matters. How much is the very first answer I want to hear.
Sadly, one of the vendors has a revolving door of sales staff. They email and call me frequently, they fight over territory, and I never know who my sales rep is should I need to call. The trust in the infrastructure of an organization is absolutely akin to the stability of the sales team. On the other side of the street, I just heard from the same sales rep I had last year; this business is tough…having the same face and name selling me over two years says something.Read More →