Monday Oct 3

If you want to sell your product or service you need to have some understanding of how people buy it.

If you are an umbrella salesman and you put your stall up outside a busy tube station on a rainy day the chances are you will sell some umbrellas. If you are a training consultant selling to senior corporate executives you will need to be a little more considered than that. There are a whole load of questions to be asked about things like how you identify your target clients and how you get into a selling situation with them. By which I mean a situation in which they are prepared to seriously consider your proposition. Because getting senior corporate executives to seriously consider sales propositions isn't easy.

So, my tip is, if you have a strategic sale to make don't go hanging around tube stations!