SalesHQ

Do you prefer to sell a tangible or intangible product?  I presonally find a tangeable product easier to sell, "the old fear of loss" kicks in.  What does everyone else think?

It depends on your personality.  I know people that sell intangibles all day long, but had trouble selling products.  Over the last three years, I've learned that I prefer selling a tangible product.  Since I'm more comfortable selling a tangible product, it makes it easier.

Luke

JayWyldman says ...

Do you prefer to sell a tangible or intangible product?  I presonally find a tangeable product easier to sell, "the old fear of loss" kicks in.  What does everyone else think?

say what??? hand to ear will you repeat that again.

Just remember! that you must be able to take what you give out. Luke is with me on that aren't you Luke.

Jay IO am sorry I did not catch the fear of loss. The one major difference in our clients today. They no longer have this fear.  They no longer NEED me to do this for them they can go elsewhere. I must earn their right to do buisness with them.

    Saying this tangible is stil easier for me.

 There are some really great personalities out there are are wonderful at selling intangible products.Their gift of gab is fantastic.

Two years ago we diversified to sell a new service.   It takes a 180 degree approach than what our normal product has always been.  It is completly invisible and 99% of the time something that companies/ customers never even audit or paid mind too.

I enjoy the process of selling this service, as it usally creates more opportunities.  THe first few months, I was really feeling my way around with how to sell.  Now it's mastered. 

Creativity is a large part; because what we sell is invisbile to the customer - even more we are taking something invisible and unnoticed and turning it into a monthly committment and bill.

What moves this from a great idea into a sale is something more.

Most importantly what I found is starting where we always do; at the top with a heart stoping intro call with facts,  energy. statistics.  Give C-Level what they breathe:  Control - Agility - and the ability  to budget for the invisible.

I believe the majority of consumers are generally most comfortable with the tangible product. However, I also believe that within the service industry, there are many good sales and business development people who along with their company’s partner in offering something you can theoretically “feel”. Let me say that, categorically, both tangible and intangible goods are true consumer needs and obviously one no less significant than the other. In both cases, the sales person must be trustworthy to leverage the deal. BUT… the purchase of a tangible item can be strictly dependent on shorter term customer expectations, (product cost, shipping, initial support), once the quality of the product is approved. There are many pros and cons either way, and certainly debatable, but in conclusion, I believe there are far fewer variables in the process of selling products.

  intangible products,  to drive the need to convince the client they want what you have. Take insurance and guide a client to taking on more insurance than what they have, the same with stocks and bonds,land in another state to be developed.

 Usually the the risk is higher and so is the reward to the client.

hmmm and here I thought that it's all tangilble when they pay you for it

and intangible until you close

so much to learn

That always goes without saying Larry.

Sell -

Thats what I think...Thats whats cool about intangible sales.  You can take a concept and make, mold, and shape it into a deliverable that can be measured...In business, that is importnat....YOu can use the economic times to make this work even better.....RICH - NOT FEAR BASED TACTICS-

     REALISTIC STRATGIES THAT MAKE SENSE.........Atleast in my case.

50

fact intangible sales needs vivid communication skills to paint a picture in thier mind making them want what you have.Greed  the green dollar signs running across thier eyes.

 St Patricks day  paint a picture of a short stubby man in a green outfit with a black belt and shiney silver square buckle with a green top hat with a black belt running across the rim.

 vivid imagery jumping across the mind of your client = success.

I've been selling intangibles for almost 30 years. ie booth space and just recently sponsorships. Products are more challenging but could bring bigger rewards in the long run.

What a loaded question! For me anyway! If I were to go with one plan of action I have, ( i have a few), I would have to learn how to sell the intangible, a service, which would be my services rendered using the tangible and intangible, to sell mostly tangible items!

I have learned to do both. I have sold services and goods. I think that goods might be easier depending on what it is you are peddling, however, once you have someone sold on your service, some become very loyal fans. However, selling clothing at my job is a no-brainer. When I had to sell my service/skill as a hairdresser, and will be selling my services as a Marketer for small businesses, I believe there is more accountability, more "pressure" to live up to the closest measure of perfection as possible. This hold true also for craftsmen/women of any kind.

The problem with selling goods and tangibles: There are a lot of other salespeople selling the exact same thing(s) you are, especially on the internet.

So, to effectively and successfully sell tangibles, you absolutely HAVE to sell the intangibles you offer with your tangibles, service with your products.

And, most of all you gotta sell yourself, which even though you look tangible, selling you is like selling an intangible.

Does that make sense?