RSSHow do we sell if we don’t understand needs?
Nov 9, 2009 Sales Related
When people first hear about Buying Facilitation®, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’
The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their off-line decision issues. See, we actually enter our buyer’s sphere far too early in their decision cycle. And we end up attempting to gather needs, understand, and place product before a buyer really knows how to have this conversation with you.
The first thing buyers do – well before they are ready to choose a vendor or a solution – is to figure out what needs to happen internally for them to be assured that they can achieve excellence AND keep their organization in tact. THEN they are ready for you to understand their need and place your solution. The sales model does not help the buyer at this initial part of their decision cycle because it’s private, unconscious, idiosyncratic, and for insiders only. But they must do it – and we needlessly wait as they do. It would like finding the house or car of your dreams before you discussed a move or a purchase with your spouse or bank.
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Tags: call, data, gps, help buyers buy, I'll call you back, needs, understand
What do Sellers Need to Understand – and When?
Oct 19, 2009 Sales Related, Top Posts
As a sales professional, you learn early on that your need to ‘understand’ a buyer. But what, exactly, do you need to understand?
On the sales end of the equation, you NEED to understand the prospect’s situation to make sure you are placing the appropriate solution in the right place. This same data will give you ability to fine-tune your presentation and pitch to ensure the buyer understand how your solution will fit in their environment. You also need to understand the buyer’s vision, and criteria for Excellence.
There is no way to truly understand anything else.
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Tags: buyers, gps, issues, need, new skills, partner, seller, understand, vendor
