Jeremy Jacobs

London, UK

During a meeting earlier this week, a colleague of mine said “I’m all about giving people successful outcomes”. He went on to say that success is all about working on what you do best. I would describe it as focusing on your innate talents. To some it’s being a great persuader – they tend to be top-flight salespeople. Others have great man-management skills and can get the best out of the people for whom they are responsible.
Last year at Successful Selling, one of the speakers was Andy Bounds, author of The Jelly Effect. His 45-minute keynote was about successful pitches. He almost demanded of the audience that they put their egos in their pockets when pitching an idea or a product. Too many business-people start their pitches of by explaining “about us”. This is an unwise tactic. Prospective clients want to hear about that American radio station. It’s called WIIFM or WHAT’S IN IT FOR ME. Andy also used the term “afters”, or if you like, the short and long-term benefits of buying a product or service. You see selling, like so much in life, is not about you.

Tags: sales

This entry was posted on Thursday, July 29th, 2010 at 10:15 pm and is filed under 2010, Business Development, cold calling. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.