What are you talking about?

There are 3 things that are generally discussed on a sales call, your publication, your customer's business and the customer's customers. Most sales people spend most of their time talking about their publication which I believe is a serious mistake. If you want to keep the client engaged, you need to talk about what interests them--their business and their customers. These subjects also should be of supreme interest to you, because we are there to help their business by attracting more customers. The more you know about these things the more likely you are to make a sale. Most reps spend most of their time talking about their publication because this is what they are most familiar with. You should only talk about your product in relation to how it can help the customer. The only thing the customer want to know about your paper is how it can help their business and solve their problems. Pay attention to what you talk about on a sales call and keep the focus on the customer.

Keep smiling, Keep Selling!

Thanks Jim Busch