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

By | 2009-02-08T16:07:50+00:00 November 12th, 2006|Consulting Business, Events, Startups|2 Comments

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.

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2 Comments

  1. SKMurphy March 27, 2007 at 10:30 pm

    […] I had promised to check out and report back on “Questions That Sell: The Powerful Process For Discovering What Your Customers Really Want” by Paul Cherry, which was recommended by Jennifer Vessels at Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7, 2006. This is a good book, with useful advice on how to have better conversations with your prospects. Three of better ideas for me were: […]

  2. SKMurphy » Questions That Sell By Paul Cherry December 21, 2009 at 12:53 am

    […] I had promised to check out and report back on “Questions That Sell: The Powerful Process For Discovering What Your Customers Really Want” by Paul Cherry, which was recommended by Jennifer Vessels at Next Step’s workshop “How to Sell the Real Value of Your Solution” on Thursday, November 7, 2006. This is a good book, with useful advice on how to have better conversations with your prospects. Three of better ideas for me were: […]

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