Too often, our customers focus on price, consequently we focus on price—after all we want to be responsive to our customers.
Sales Process
Sales People Are Not Automatons!
Every customer is different, every individual involved in a buying decision is different. Our ability to engage each person in ways appropriate to them is critical.
You Have to Start at the Beginning
Data shows customers may be 57-70% through their buying process before sales is engaged. Yet we’ve missed the most important part of the buying process.
Shifting Our Perspective: Who Has the Problem We Solve?
The shift in perspective is small, but its impact on our results is profound. Stop looking for people to sell your products, services, and solutions to. Look for the people who have the problems you solve.
Do You Understand Your Differentiation? Does Your Customer?
Over the past few weeks, I’ve written a number of posts about Value Propositions and Pricing. They’ve generated a lot of conversation in various venues. One of the things that’s struck me is the lack of discussion on differentiation.
