People don't buy products. They buy relationships. They want to be associated with a company they trust, a person they like, or a product that makes them feel good.
If you want to be successful in sales, you need to first establish a relationship. All of the good salespeople know this. They get to know their customers well.
People in product management roles need to understand this concept. When you are the person representing a product, it is up to you to build rapport with any one asking about that product. Get to know information about them and try to relate your solution to your audience. The connection you form will help you get your product noticed.
If you come across as flat, monotoned, and poorly informed, your product will be seen in the same light. If you can't get excited about your own product, how do you expect anyone else to? Your enthusiasm should be conveyed in every written communication, presentation, and marketing piece that you create. Without passion, you are wasting your time trying to inspire others to sell or buy your product.
A small company full of passionate employees who are excited by their product will beat a well-marketed, but uninspired product team every time.
2 Comments
Craig
3/23/2009 02:49:41 am
So I’m torn. I agree that I’ll pay more to buy from a person I trust. And I’ll pay more for a sales relationship than just a sales transaction. But if that’s true, why do we continue to have abusive relationships with some of the most important business relationships in our lives?
Reply
3/24/2009 03:34:41 am
Geni, I agree with your post and that is the approach we take a CPA Service Group.
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Geni Whitehouse CPA, CITP, CSPM Author, speaker, trainer > 50% Countess of Communication, Brotemarkle,Davis Co. > 50% Writin', speakin', consultin' Co-founder of SolveServices.com a remote bookkeeping service for wineries. How to hire me. Author How to Make a Boring Subject Interesting : 52 ways even a nerd can be heard I have a ton of other websites including my newest for Twitter newbies www.evenatwit.com Originally from Greenville, SC, I now live in Napa, California. Contact Geni
I am an accountant on a mission. I want to permanently remove the blight of BORING that has attached itself to members of my profession.
But the boring blight doesn't stop there. It's everywhere. I've found it in wineries (although it's a tad more palatable when served with alcohol), in science labs, even in Art museums. And technology people carry the "B" gene too. But the condition need not be fatal. I lecture around the country to accountants and technology audiences and I have a ball. I was a partner in an Atlanta CPA firm when I realized technology was my true passion and I have been fighting the nerd versus geek battle ever since. Through some stroke of absolutely amazing luck, I now find myself in Napa -- the most gorgeous, hospitable place imaginable. Are you on Twitter? You can follow my nerdy life there : evenanerd Contact me [email protected] I am a graduate of the Jeff Justice Comedy Workshoppe and the Persuasive Speaker course taught by Speechworks. I highly recommend both of these organizations. I have also taken training from the amazing Lynda Spillane. I am not unbiased, nor do I wish to be. I have done work for anyone and everyone in the software industry or the accounting profession. If I am not impressed by what you do or can't find an angle that is interesting or unique, I won't work for or with you. And if you are stodgy or boring, there are not enough dollars or even euros to make me help you. See samples of my writing here: www.salestaxradar.com www.mybizcounts.com Archives
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