RSSWhy being terrific isn’t good enough to make a sale
Nov 10, 2009 Sales Related
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I have begun searching for a couple of new vendors, and am becoming painfully aware of how many people think that because they are good, that’s all I need to know. Even when a couple of the folks tried to gather data from me, I felt resentful because either they should have read it on one of my sites, or they were gathering data I wasn’t prepared to give them since they were strangers. One even started the conversation by asking me how I was going to make my decision (I admit that I smiled here. Obviously my work is now ubiquitous and the guy’s boss told him to ‘find out.’ But he had no idea what he was asking for or how to do it.)
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
