Selling Your Relevance, Not Your Product – Sales & Sales Management Blog

Selling Your Relevance, Not Your Product – Sales & Sales Management Blog:from 3forward by Matt Smith

 Prospect Engagement

“Your customers and prospects want a dialogue. A conversation. It isn’t a contest to see how many solutions or suggestions you can come up with. Or how clever you can be responding to questions they throw at you.
Why are you wasting their hard-to-get time?
The best conversations you can have with customers are those conversations even they didn’t know they wanted to have with you. The relevant conversations that involve industry and marketplace dynamics, economies of scale and nations, the context in which they are (trying) to make a decision, and the chaos of their business model.
Bet they didn’t teach you how to have those discussions in business school, sales training or engineering school.”   READ MORE
Source: Sales and Sales Management Blog – a guest post by  Babette Ten Haken