{"id":2157,"date":"2019-04-11T17:58:50","date_gmt":"2019-04-11T12:28:50","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2157"},"modified":"2019-06-21T18:40:08","modified_gmt":"2019-06-21T13:10:08","slug":"it-is-not-sales-methodologies-but-deep-understanding-of-customers-situation-that-sells","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/it-is-not-sales-methodologies-but-deep-understanding-of-customers-situation-that-sells\/","title":{"rendered":"It is not sales methodologies, but deep understanding of customers \u2018situation\u2019 that sells."},"content":{"rendered":"\n

A few weeks back Bob Apollo (the founder of Inflexion-Point Strategy Partners<\/a>, the leading UK-based B2B value-selling consultancy) wrote an insightful article in LinkedIn – about sales methodologies and simple practicality. Sales in a B2B scenario is a value transaction process. For the sales person (vendor) to offer value to the prospect (customer) the core is to figure the real pain (need) and offer an optimal solution. Bob terms this – situational selling and goes on to explain – \u2018…It recognises that there is no such thing as a \u201cstandard\u201d sales situation and that, therefore, there can be no one universally perfect approach\u2019. <\/p>\n\n\n\n\n\n\n\n

\"Bob
Bob Apollo<\/figcaption><\/figure><\/div>\n\n\n\n

So it is essentially about keeping an open mind, not getting stuck with a method and analyse the customers circumstances in its entirety and adopt a sales methodology that best suits the situation. In the end the best solution for the customer is the best solution to sell. <\/p>\n\n\n\n

To me this is a no brainer. But the key obstacle in better results and outcomes is \u2018the status quo\u2019 – both at the selling and buying organisations. Bob helps articulate by listing a bunch of incisive questions for your Discovery phase, like – <\/p>\n\n\n\n