Huh? Explaining What You Sell

摘要

When you mention the company or product line you represent, do prospective customers ever look at you funny and say they've never heard of you? Take heart. This is a common challenge for many sales pros.rnSelling to customers who are unfamiliar with your company or product isn't a new problem. In 1958, McGraw-Hill first ran its famous "Man in the Chair" ad. It had a crabby-looking man sitting in a chair, saying, "I don't know who you are. I don't know your company. I don't know your company's product. I don't know what your company stands for. I don't know your company's customers. I don't know your company's record. I don't know your company's reputation. Now-what was it you wanted to sell me?"