Selling Tips 7

(1) Ensure that you are seen by the client/prospect as an investment not a cost (2) A good ratio of tell to ask is 20:80 (3) Explain benefits rather than list features (4) Present to sell not to show how 'whizzy' your PowerPoint slides are (5) Close 99% of the time for simple feedback that you are heading in the correct direction for the 1% of the time which is to get a PO number. (6) Sell, then negotiate. Don't negotiate to sell (7) Any discount is best attached to a particular deal or if necessary FY; it should not be 'for Life'.