Digital Entrepreneur on Sales

Sales - How (not) to sell! What’s the easiest thing you can change to make an overnight improvement to the way that you ‘sell’ to your customers?

When I started my agency business over 12-years ago, my co-fonder and I knew little about the art of customer communication or sales and made many mistakes.

But the biggest sales mistake I kept making, was that I was constantly beginning ‘sales meetings’ by talking about OUR capabilities, OUR services, OUR this, OUR that … until I learnt the (slightly awkward) truth ... When you first meet a potential customer, THEY DON’T CARE ABOUT YOU OR WHAT YOU DO! … They are meeting with you because they want to know if you can solve THEIR problems and challenges.

This is why, to be successful in new business development, especially if you are b2b or services, you must always start any new customer conversation by asking lots of smart questions.

When you have enough of the right information, then, you can start to present your products or services (as a solution to their problem).

How do you approach a new business or new customer meeting for your company?