David Brock is a veteran in the B2B selling space and he recently wrote a simple post that I loved. He wrote this with reference to a thread started by James Ski. It’s a few minutes read and will be in the interest of all who are part of the ‘buying – selling’ cycle, to seriously think about this simple truth – buying is about the customer achieving desired outcomes. So it is imperative that selling is primarily focused on that too.
In The Sales Evangelizer podcast with Donald C Kelly I said you cannot sell unless someone is buying what you are selling. You cannot sell because you are smart, charming, represent the biggest brand on earth or giving your product away for free. You cannot sell because you make 100 calls a day, send gifts, know which little league his children play, make a chart of who influences whom in the organisation or a killer comparison chart showing all your competitors are duds.
All of these matter only and only if the prospect is looking for something similar to what you offer. Everything we do as sales people matter only when we talk to someone who has a need to listen.
So, give the post a read.
Where I learnt this # 262
Buying Is About The Customer Achieving Better Outcomes