What Is The First Step In Selling?

twitterlinkedin

step

A sale can only be made when the seller has the attention of the prospective buyer.

Years ago Your Business Professor had been regularly calling on a hospital account making dozens of sales presentations. I had known the decision maker, a nurse, for years.

She asked me, “Do you have a 26-gauge?”

I stared at her. My small business was the only company on the market that did. And I had told her that dozens of times in dozens of sales pitches.

She had been paying little attention to me, and I couldn’t begin to tell the story as small business marketer, Sujan Patel reminds us. I was little more than a professional visitor. All of my company’s marketing efforts and budget, and my personal selling genius were dust in the whirlwind that was her Intensive Care Unit. My glossy, four-color direct mail piece did not catch any attention; she did not hear me.

I was selling the Good News of teeny-tiny catheters for intravenous therapy, but no one had ears to hear. No one was buying my copy.

Read the story here on Small Business Trends.

twitterlinkedinyoutube

You may also like...

Leave a Reply

Your email address will not be published. Required fields are marked *