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To Boost Sales, Stop Selling!

Posted by: Rod Kurtz on August 15, 2005

If you want to get your prospects’ attention, the first thing to do is let them know how you can help them. Few people like to be sold, but every one of your prospects is looking for a solution — for a product or service that will solve a problem or meet a need.

If you’re like most small-business owners, your marketing and advertising is focused on your name, your products, and your services. Instead, shift the emphasis in your ads and marketing copy to your prospects’ concerns. Focus on how you help them get what they want, and in the process you’ll get what you want — more clients and customers.
Charlie Cook
Marketing for Success
Old Greenwich, Conn.

Reader Comments

Charlie Cook

September 21, 2006 2:32 PM

While the above sounds simple, many sales and marketing organizations are in the habit of selling instead of helping. The challenge is to let go of this behavior and get sales reps to adopt a new more effective behavior, one that results in many more sales and many more satisfied customers.

Try it and let me know what results you get.

jarvis Russell

November 25, 2007 1:35 AM

Wow, This is just how I feel, Mr. Cook.

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