Sunday, August 22, 2010

Consultative Selling Lessons for Labor and Liberal Parties

I happened across this tweet from @fast_thinking The Public Private NBN Divide. and it reminded me that unless you are aiming to meet the business goal of the client, you will inevitably fall back to trying to sell product features and benefits and this always leads to a price comparison.

Often, the client is left trying to choose between benefits that, in the end, do not make much difference to the goal of the client. In this case, both solutions can handle a simple video conference. If you are not across the relative merits of the technology, it will become obvious that the discussion falls back to price.

This is great for the Liberal and National Party but disastrous for the Labor Party and the Greens.

But if your goal is to improve health in regional Australia then a simple video conference in not going to make the grade.

I think the spin doctors in Canberra can do with some consultative sales training.

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