Usually my essays discuss the issues that 'sales' method introduced, the long cycle of purchase, product and brand differentiation problems, price competition, and objections as methods. This article focuses on the buyer: what, precisely, the real problem they face, and you differentiation / competitive edge through your false belief / time that a sale can be achieved through a clear equation how to lose : problem + appropriate product professional sales effort = sale. Actually look at the pattern here: When you first contact a prospect, you somehow have already decided they will most likely need your product: you have some type of homework that you fit the demographic to identify leads to have, or you identify a trigger that you think they need one you can solve, or they are within customary limits the possibility (with X / people all firms ie .) If I identify a prospect did not mention specific ways, please forgive me, but the pattern is the same: you're on the outside looking in, making a best guess and hope that the product the problem, effort, and is likely to come up with all the selling will stop.
In fact, sales in this way do not stop, and prospects from outside can not be identified. With the age-old problem with this deal. In fact, buyers only buy when they know how to identify the line, and internal criteria that mean that all of the identified problem management - criteria that before they consider adopting a resolution will need to be addressed. Dale Carnegie sold Basic - as taught by the master we all still follow - we (How to Win Friends and Influence People in 1937) taught that we are already developing some kind of a relationship, chances are face-to-face view need to call them by name, and that some understanding of their needs. And we have progressed in recent years, new aspects of the sale to help develop buyer seller (and more complete understanding of the situation "consultant" trend Linda Richardson and Larry Wilson in the mid 80's, to be followed by Neil Rackham and profits began to spin, Werth and sell solutions, and David Sandler and Sandler Sales Jacques) ..
Recently, others have ideas or to help you understand the buyer's environment, or appropriate placement, or a little further potential sale more quickly. But above all you out of the sales model (even though you might think you just really need help or are trying to find someone with) are based on the push, and you objections far end and stand against the competition itself, and Porter MANAGEMENT - out 'elements' within a closed system Trying to get all results. The problem is that every sale ever existed still exists: for a moment think about it. Thousands of books on the gatekeepers 'getting through' is written,''appointment, handling objections, problem / buyer understand / off buying and selling environment. Indeed, these very same obstacles that Dale Carnegie wrote about in 1937 is. We as a result of the process itself at least a 90% failure rates are experienced.
I sold at the end of the spectrum all have worked with every type of situation - short sales, major projects, B2B, B2C, telemarketing, global project teams, and everyone in the industry - and challenges remain basically the same as you are all talking about a system level: Off, push up on the product / appointment / information and attempt to get inside and with every sales manager I spoke to "sell" the system does not work knows ... But anyway it is released because that's all there is to use. Why is not enough to be a solution? Many possibilities that you have received the appropriate products that suit have had their problems, chances are you would enjoy, its price point is appropriate, and you were likely to be the best solution - and then they do not buy? How often? How many times have you just knew you were going to, and what has happened and you did not. What happened? There are many reasons why you sometimes are not turned off. I'm sure I can do more than you can name - every industry that the favorites and they all sound plausible, or at least have been considered 'acceptable' by the industry because they have been adopted as acceptable.
Except the end result is the same. You lost the sale. And Dale Carnegie, and David Sandler and spin you the exact same percentage closing ratio for your colleagues and competitors all that is. Obviously, solution design buyer or buyer need your product or your personality is not about: it is not in your hands. In fact, buyers should solve their own designs, and all you can give him. Knowing the problem, having good relationship with the buyer, and well priced products just are not enough. He is not part of the solution but the solutions themselves are. Sales of the biggest problems is a belief that just because there is a clear problem to solve and conduct its business solutions, that will likely choose to buy your product is. Wrong, wrong, wrong. For buyers to purchase are not trying to find the product they are attempting to solve a business problem and be a part of your product can solve the buyer now knows that an effective decision need to get around the development of manage to be efficient, adoptable solution.
Solution is in reality the solution must come from within the buyer's environment. Players of all - - or there will not be buying or action made solutions players and the policies and criteria that maintain the problem should be developed by all. And, there's no way that an outsider to find or internal politics or organizations or agreements that the buyer can manage to stay within the environment. Sure, you need to resolve the problem identified is that people can recognize bits around. But you can not know the system or culture. You are an outsider. And when you product information and a potential purchase you a professional, you actually find a solution criteria and all internal systems elements that must be addressed are the real work of aligning to the buyer are as effort to develop a relationship based on push. I understand those of you involved with major projects or sales of expensive items for the internal system to strictly stay within the buyers have started an effort to participate in management. But you remain an outsider, to monitor the interaction or activity and you have to be some attempt to manipulate. But it is focused on product sales, and you, as an outsider only to wire them to what you may think they need to do is trying to pull.
However, the reality is even more confounding: the problem of identifying only the last point of a system breakdown. Identification of the problem people have a range / strategic environmental / market issues that are alive and well in shoppers environment. And, no matter how much you know, how much 'pain' have you experienced buyer, or how perfect your solution, in order to solve their design would be: a system would decide to change without issues being managed within is from being a way to deal with the system itself is managed. You can not get out. No matter how smart you are, or how your product is right, or how likely it is badly needed, or how unique you are, the fact is: the system changed when they recognize the problem of all of the bits (one identification made extremely difficult task), and that they understand all the internal elements known resources (ah, ego, and owned!) do not fix their issues with the system (yet another huge hurdle) to manage change be ready.
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