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Now this may work 50 percent of
the time and you can walk away with a
decent sale. The client has a handout,
you and the supplier have a sale and
everyone is happy. You have just com-
pleted the standard transactional sale
with ease and you are ready to move on
to the next contact.
The problem in this scenario is
there is no long-term fix, just another
Band-Aid that solves a short-term
need. Have you ever asked the client
SALES
SEVEN WAYS TO PROGRESS FROM COMMODITY ORDER TAKER TO PROMOTIONAL
CONSULTANT.
BY BRUCE FELBER, MAS
MASTERING OUTCOME SELLING
GROW
JANUARY 2015 •
PPB
• 43
RE YOU SELLING PRODUCTS OR
pro-
viding solutions to your clients? This seems
like a simple question, yet it is asked over and
over again. Logic in our industry would lead us to believe that
the
products
are the solutions for our clients—but that’s not
really true. For example, your client is launching a new product
at a large trade show and would like to reach every possible
prospect with their message. Naturally we reach into our
proverbial “bag of tricks” and pull out the perfect promotional
product. Often times, falling back on the comfort zone of our
product knowledge and price, we present that quick solution
to make an immediate sale.
A