RSSThe Arrogance of Sales
Nov 2, 2009 Sales Related, Top Posts
Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs, respect and care for prospects, and position your products so prospects recognize how your solution manages their need. You are good. You are professional. You are conscientious. Yet you only close a fraction of your sales; you seem to have no idea who to spend time on, who to let go, who will be able to buy, or who will have no ability to buy (even though they act like prospects), regardless of the fit between their need and your solution.
You end up wasting a lot of time, being annoyed, and facing far too much rejection. Where do seemingly appropriate prospects go? How can they choose a different vendor after all you’ve done for them? How can they take so long when it’s so obvious what the answer should be? Why do people treat you so badly when you really want to serve them?
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Tags: arrogance, buyers, Buying Decision Teams, failure, prospects, rejection, sales, solution, vendors
