My notes for “How To Succeed As An Independent Consultant” by Timothy R V Foster:
How Do You Write An Elevator Speech?
Imagine stepping into an elevator and the guy in the suit asks you “so, what do you do?”. You’ve got 30 seconds before you reach your floor, what do you say? Continue reading “How To Succeed As An Independent Consultant by Timothy R V Foster”
My Notes on “SPIN Selling” by Neil Rackham:
The difference between small and large sales
- Define Small Sale: Is a sale which can normally be completed in a single call and which involves a low dollar value.
- In selling consumer goods product knowledge makes all the difference. But in large sales it can prevent success because the customer won’t see enough value to justify so large a decision.
- Customer hesitation when deciding about a large sales isn’t so much about the product as entering a relationship. You will have to work with the seller over a period of some months rather than just buy the item and walk out the door.
- In small sales the customer can afford to take more risks because the consequences of mistakes are relatively small.
Continue reading “SPIN Selling by Neil Rackham”