In the digital book the wholesale comms provider says that partners need to be smart when selling, mindful that potential new customers will have already done their research, take a broadly consultative approach to selling and ensure they articulate the value that they can add for the customer.
Stephen Barclay, Head of Sales at Entanet, states: “Listening is a big part of selling of course, but in a market where most competitors are offering something very similar, differentiating your business is vital to success. You need to be absolutely clear about how the services you offer can add value for the customer.”
While the eBook focuses on the mistakes that salespeople can often make, most resellers do a decent job, he adds. “We’ve focused on how not to sell simply because that’s a great way to get sales people thinking about how they actually are selling. Most of the mistakes we talk about in the book are common sense but, at times, we all need to go back to basics and make sure we are getting the simple things right.”
To view the report please follow http://info.enta.net/7-mistakes-selling