Jill Konrath | Selling to Big Companies

A Compelling, Propelling Value Proposition

A few minutes ago I was sitting on my deck on a beautiful Saturday afternoon perusing my latest issue of the Utne Reader. I was reading an article about a new type of propeller for the shipping industry called the "impeller." It's an example of biomimicry because it was modeled after spirals in nature.

I know. It sounds pretty boring, but bear with me. I promise it gets better.

Why Passion Doesn't Sell

Are you passionate about your product? Think your service is pretty slick?

If so, you may have lots of trouble getting into big companies and winning their business. Your own eagerness and enthusiasm may actually create significant obstacles in your sales efforts.

For years I've worked with companies who love their offerings too much.

Sales Tip: Differentiate With Questions

If you're busy perfecting your pitch and polishing your sales presentation, you may be focusing on the wrong thing. Many sellers think they can differentiate their product by touting it's impressive features or capabilities. If they sell services, they're convinced that customers will be swayed by their well thought out methodology, full range of services or remarkable client list.

The truth is, corporate decision makers don't believe that stuff anymore. They expect you to say it.