Achieving your sales objectives today requires a strategic approach
Nothing is more frustrating than losing a sale and not knowing why.
Questions abound:
• Was my recommended solution off the mark or not competitive?
• Was my customer contact not the real decision maker?
• What else should I have known about my customer which could have helped me win this sale instead of losing it?
• What could/should I have done differently?
Successful selling today must be more customer-centric than ever. Too often, we think we can't take the time to fully understand the customer's real business needs, and to find and quantify the key issues around the decision making process, including who will actually make the final decision and what is this person’s “personal agenda”.
Companies today are not buying products or services, and they are not necessarily buying from the most likeable sales person; they are buying their perception of the value that your product or service will deliver to them in the form of quantifiable business results- increased revenues, decreased costs or better utilization of assets. That translates to how you, your company and your solution can impact their future growth and success, measured in dollars and cents. A strategic approach to your customers means applying tools and processes that have been proven to work.
