Everyday salespeople are forced to make assumptions regarding what buyers want. This is particularly the case where buyers choose to keep sellers at arms length. When it comes to competitive bidding situations, sellers are forced to take the buyer’s requirements at face value. However, it is vital the seller arrives at the solution in tandem [...]
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients – particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which [...]
Our research suggests that 8 out of 10 sales people don’t know enough about their competitors. Unknowingly that limits their ability, or confidence when it comes to selling. But it is not just sales people that fail to banish confusion among choice-spolit buyers and clearly communicate how their companies are different. It is other people like marketingmanagers, [...]
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