Friday, April 9, 2010

Selling Boxes, Brains or Both

Your business either sells boxes, brains or both. That's really all there is to it.

If you sell boxes, then that means you sell physical products. Consumer electronics, next generation weapon systems or jumbo jets are all boxes. They are physical, tangible products you can touch, see, taste and smell.

Brains are services and expertise. They are the final product of your knowledge and experience packaged as either reports, flowcharts or construction plans. Consultants and all professional services sell brains.

Both types of products have their distinct requirements and challenges. Each has industry standards, legal regulations and best practices that define quality work. Each have their own lingo, jargon or pidgin to help you prove to your colleagues you belong in the industry.

The secret though is to never forget that, ultimately, you're just selling brains or boxes. Believing that in order to make sales you have some special esoteric needs is nonsense. That includes fancy tech toys that aren't really going to make any difference.

Don't believe for a minute that you need disgrontificated multisequencing retro-analysis to find the best ways to sell. Just get out there and sell! Expensive tools and fancy BusinessSpeak won't help you.

How you fill the boxes or provide the brains may be unique. How you invent, source, manufacture, develop, deploy, research and otherwise produce your box/brain is what sets you apart. The actual selling is pretty routine. Don't let anyone convince you otherwise.

Are you over complicating your sales?

R-Squared Computing - Business Technology Experts
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