Automatic Merchandiser and VendingMarketWatch.com contributing editor Bob Tullio has just released a new video on his b2b Perspective YouTube Channel. In his latest video, Tullio talks about seeing things from a different perspective – particularly from a prospect’s perspective, which is critical when selling convenience services or any B2B product.
“Sometimes a sales rep needs to show the prospect that your product or service can meet their needs – in a way that will be a refreshing change, because you are showing them a new route to the solution they seek – with a better result. Usually, that means taking a route that not only makes sense for the client, but one that is more profitable for your company,” said Tullio, who offers a deeper dive on the subject (with OCS sales examples) in his recent “Best of OCS” column: For OCS sales success, try this direction in 2021.
“A change of direction involves taking a risk, but if you are an elite sales professional that means you are willing to take a risk to meet the needs of the prospect and earn the business," he added. "That is what creative selling is all about."
About Bob Tullio
Industry consultant and contributing editor Bob Tullio (www.tullioB2B.com) is a content specialist who advises operators in the convenience services industry on how to build a successful business from the ground up. Tullio recently launched a YouTube channel, b2b Perspective, designed to “elevate your business in two minutes” and is currently developing an online course, Leverage the power of LinkedIn to grow your business.
As he is a recognized industry expert in business development and sales, NAMA retained him to write and narrate the new online course, “Selling Convenience Services,” which is now available. Use discount code B2B10 for an instant discount and for free access to upcoming Q&A Webinars from Tullio in the coming months. Here is a free sample of the course.
