Do you really know what you are selling? By Mark Blezard

How to sell opportunities not just boxes

 When we’ve been pitching the same product for a long period of time we tend to forget just what it is we are #selling. We get caught up in price, product range, our competitors, commission… and forget what the client is actually buying – a personal experience that is unique to them.
 
 A top tip is to have a group session and list all of the possible uses and benefits derived from what you sell. Transpose these into ‘personal experiences’ and think how you would pitch these. Of course, great probing questions are required to find out exactly what your client has in mind!