Friday, October 19, 2018

Are Your Salespeople Helpful or Just Annoying?

Written by Todd Hockenberry

Article from ThomasNet

The mindset that leads to annoying your prospects instead of helping them stems from a selfish place. If you think about the product or service first, then the logical next step is to figure out who might need this product or service, and then attack them.

Anyone who does this is not thinking about the buyers or their specific issues and goals, and is certainly not thinking about helping them first.

Salespeople are still able to control the sales process, but only if they start from a position of helping. Yes, salespeople still hold a lot of cards, but they fold right away if they lead with annoying prospecting tactics.

Many buyers do not know how to solve critical problems that your solution may be able to address. When dealing with more complex sales, buyers need a guide, an expert — someone with business smarts, not sales tricks — to help them navigate the competing visions for the future within their company.

Buyers need help not only with the product aspect of the buying process, but also with the politics they face internally. Buyers need help influencing key decision-makers and keeping the process on track. Buyers need context for their situation and a roadmap to a better future. Buyers need the right answers at the right time to keep their careers on track and to fulfill obligations to their employer

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