Sales: What Is It All About
Some companies feel that sales are all about the Feeds and Speeds -- or the Features, Advantages and Benefits of the offering. This may be true for product sales, but for professional services, one must first build the trusted relationship with the prospect. How can one do that if the discussion immediately progresses to what we call the Hard Deliverables? The Soft Deliverables (which are more difficult to deliver) must be explored early, even if the prospect does not realize that it is going on. Soft Deliverables are much more than simply bonding and building rapport (sameness, safety and a common communication language). They are about demonstrating Credibility, Reliability and a desire to Care about the prospect’s best interest. Understand that the prospect cares far less about what you know than knowing that you care!