Good products sell themselves

Getting knock backs and rejections in sales is just part of life. I’ve had days with meeting results ranging from a signature on the line to indifference to outright hostility. One minute you’re on top of the world, then next you feel like you’ve just been punched in the guts -but you keep on going.

What if you’re doing this day in and day out and you just aren’t getting sales.

First, the usual checks – are you seeing companies with a budget to spend, are you seeing the right people in the company, do they buy your product, etc.  If you tick all those boxes then the second level of checks revolve around examining how you look to a buyer – have you been in business for long, do you have other customers, do you have testimonials, etc.

Still not selling – then sorry, but it is probably your product.

I’ve helped a number of startups through their initial sales and it is mostly a slow road – building sales incrementally. However, over the last year I finally started helping one that had a product that customers wanted and couldn’t find anywhere else. Instead of initial meetings ending in the usual platitudes the cheque book was pulled out and we were asked for firm pricing on a complicated web based service on the spot. It was a revelation.

We’ve all heard that good products sell themselves and having experienced it first-hand I can tell it’s true. So next time you are butting your head against slow sales have a look at your product it may be the problem, not you.