Comments on: Brochure Selling?! http://www.toddcohen.com/blog/brochure-selling/?utm_source=rss&utm_medium=rss&utm_campaign=brochure-selling Building Sales Culture Sat, 04 Feb 2012 09:39:16 -0500 hourly 1 By: Todd Cohen http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-39 Todd Cohen Fri, 31 Aug 2007 12:15:34 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-39 Geoff- Welcome to the ToddCohen.com Blog! You research sounds like it is paying off. The bottom line is that brochures will not make the sale. They support and help the sales campaign. You are correct-how you treat your client makes the difference. They buy "you"-don't forget that. Good Selling! -Todd Geoff-

Welcome to the ToddCohen.com Blog! You research sounds like it is paying off. The bottom line is that brochures will not make the sale. They support and help the sales campaign. You are correct-how you treat your client makes the difference. They buy “you”-don’t forget that.

Good Selling!

-Todd

]]> By: Geoff http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-38 Geoff Tue, 28 Aug 2007 20:12:35 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-38 <p>I think brochures are great for people to leave with the prospect after you have gone over the product in full detail with he or she. I am learning from my research and through trial and error that people are buying/setting appointments with me more from my body language and how I will treat and service the client in the future. I am still in the learning process and found this article helpful.</p> I think brochures are great for people to leave with the prospect after you have gone over the product in full detail with he or she. I am learning from my research and through trial and error that people are buying/setting appointments with me more from my body language and how I will treat and service the client in the future. I am still in the learning process and found this article helpful.

]]> By: Ron Wickline http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-37 Ron Wickline Wed, 15 Aug 2007 13:03:01 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-37 Their is certainly a balance but remember that approximately 80% of people are visual learners, not auditory learners. They only remember what they can see, even if it's only the name of your product. Too many of us enjoy the notion that we are great conversationalists but the reality is that we need to sell the customer the way that the customer learns best. I say err on the side of using visuals. Their is certainly a balance but remember that approximately 80% of people are visual learners, not auditory learners. They only remember what they can see, even if it’s only the name of your product. Too many of us enjoy the notion that we are great conversationalists but the reality is that we need to sell the customer the way that the customer learns best. I say err on the side of using visuals.

]]> By: Mark Johnson http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-36 Mark Johnson Tue, 14 Aug 2007 16:55:06 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-36 Level plays a role here. If you are calling on a C-level executive, a pre-printed brochure or product spec sheet will probably do more harm than good. What would be effective with a C-level is third party material which validates your value proposition. Examples would be WSJ/Fortune/Forbes articles, Gartner or other consultant research , or Wall St. analyst research. Level plays a role here. If you are calling on a C-level executive, a pre-printed brochure or product spec sheet will probably do more harm than good. What would be effective with a C-level is third party material which validates your value proposition. Examples would be WSJ/Fortune/Forbes articles, Gartner or other consultant research , or Wall St. analyst research.

]]> By: Todd Cohen http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-35 Todd Cohen Mon, 13 Aug 2007 16:53:50 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-35 I think think you have to make sure you have confidence in your products AND you take the time to build a relationship and do good sales discovery. That is how you create great sales calls. Then the brochure becomes secondary. YOU and your client are primary! I think think you have to make sure you have confidence in your products AND you take the time to build a relationship and do good sales discovery. That is how you create great sales calls. Then the brochure becomes secondary. YOU and your client are primary!

]]> By: David Metelsen http://www.toddcohen.com/blog/brochure-selling/comment-page-1/#comment-34 David Metelsen Mon, 13 Aug 2007 16:51:04 +0000 http://www.toddcohen.com/blog/brochure-selling/#comment-34 Todd- I actually get this and does make me think that at times I have relied to much on the brochure. When can I "get off" the brochure"..? Todd-

I actually get this and does make me think that at times I have relied to much on the brochure. When can I “get off” the brochure”..?

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