| A Definition: Selling versus Marketing People often use the word "marketing" as a euphimism for selling, but they are two very different things. Mixing them up creates all kinds of problems. Here's a definition of selling, to help you avoid that. Features vs. Benefits Expressing benefits is an important sales tool, so here's a review of how to create and use benefit statements--and some myth-busting. How Hot is That Prospect!? Introduction to qualifying How Hot is That Prospect...Not? So you asked a bunch of qualifying questions--now what? The Consultative Framework Many of the tips on our website mention a "consultative framework," a guide to use to succeed with consultative selling. Here is the Framework. Using the Consultative Framework - An Example An example of how using the consultative framework can prevent objections; and tips on defining indirect benefits. What's an Elevator Speech and Why do I Care? Quick!--What the heck are you selling? Do you have your "elevator speech" ready for action? Do you have one--but hate it? Here are some tips on the care and feeding of the ever-useful, 30-second ad. When Consultants Are Forced to Sell Consultants often ask us for training on selling skills. Funny thing is, they already use a consultative model--they just don't know it. Ya Gotta Ask! Success in prospecting and sales often relies on our ability to ask. Unfortunately, many people are reluctant to ask important questions. Here's a look at some of the most common concerns about asking. Top |