3 things I learned at Next Step’s “How to Sell the Real Value of Your Solution”

2 comments November 12th, 2006

Here are 3 things I learned from Jennifer Vessels in Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7.

1. I need to align my sales efforts with my prospect’s success factors. This means that I need to figure how they are getting measured and how to influence and serve their basic needs.
2. We had an interesting and lively discussion about selling to or around corporate gatekeepers, typically purchasing and IT departments.
3. They recommended a book called “Questions That Sell: The Powerful Process For Discovering What Your Customers Really Want“, which I plan to check out and report back on in more detail.