 It's a well known fact that the most powerful way to generate new business is by word of mouth/referral and yet very few people ever bother to develop a systematic approach to generating new business in this way. Why is this case? |
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This article is based on my 17 years of direct sales experience working in SME, Corporate and Public Sector. |
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 Selling is not so much about the features of our products or services--or even the benefits the customer receives. Rather, it is about our relationship with the customer. People do business with people they trust.
That doesn’t mean people won’t make an occasional purchase of a specific item or service from someone they don’t trust, because most people will. However, those purchases tend to be exactly that—one-time purchases. |
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 Until very recently, no one even mentioned the spending power of the
Chinese consumer. The cheap manufactured goods and cheap labour
captivated the attention of businessmen all over the world, the human
rights issues and government issues troubled politicians, but now we
must tailor our products to a new phenomenon – The Chinese Consumer.
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 It is not surprising that so many sales reps complain about
not having their voicemail messages returned. Judging by the dozen or
so voice mails I have received from sales people over the past couple
of weeks the reason is obvious: they are rubbish!
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Sales Techniques 