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Closing the Deal : Ditch the Pitch-How to sell from the buyer's perspective

A lot of sales organizations still use a feature-function-benefit or pre-defined “solution” approach to selling. This type of pitch assumes buyers are already familiar with sales people’s products. It also assumes that buyers know what they want and are ready to buy.

from Mass High Tech Newspaper | Mass High Tech: The Voice of New England Innovation http://www.masshightech.com/stories/2012/02/27/daily16-Ditch-the-Pitch-How-to...