Monday, November 17, 2014

Understanding People

Selling is all about understanding people.

So says Joe M. Gandolfo, an insurance salesman and author of the sales book "Selling is 98 percent understanding human beings ... 2 percent product knowledge." Robert L. Shook talks about Gandolfo in his book "Ten Greatest Salespersons - What they say about selling."

Gandolfo tells us that a salesperson has to believe in his or her product or service. And you have to believe that you're going to close every sale.

While most microISVs don't do a lot of face-to-face selling, you can convey these attitudes on your website, too. Describe your software as something that you're proud of. And confidently ask your prospects to click the "buy now" button.

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