12 Steps of a Successful Sales Meeting

Here’s a role-playing exercise that can reap real results.

By Rob Nixon

If you went to a sales training course a few decades ago you would have been educated that “selling is telling.” That might have been the case when product quality was the key differentiator and to sell your product.

MORE ON STRATEGY: How to Turn Prospects Into Clients | How to Be a Guru in Sales | Are Your Prices Too Low? | Never Charge by a Time Unit | Put Your Own Oxygen Mask On First | Define Client Wants Vs. Needs | Mindset Is Everything | The Entrepreneurial Accountant: An Oxymoron? | Growth Is All About the Clients | Change Is On the Horizon
GoProCPA.comExclusively for PRO Members. Log in here or upgrade to PRO today.

You would follow the old formula of F.A.B. – features, advantages and benefits. You were taught to talk about the features of your product, talk about the advantages of the product and then finally (after more talking) you would tell the client the benefits of the product.