by Bill Stinnett | Nov 14, 2022 | Uncategorized
Here are just a few suggestions:1. Talk about where they are today. The proposal needs to be about them, not us. It’s about the customer and the customer’s business, not about us and our company and how great we are. This points back to the model that I teach,...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
What makes a buying process complex, as opposed to simplistic? A simple buying process would be one where you have one salesperson selling to one buyer – one person within your customer’s organization. That one seller and buyer can do the deal by themselves; they can...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
There is a subset of the individuals or people within all of that territory or market which is comprised of those who need what you have to offer and they know that they need it. There is some recognition on their part; they have already acknowledged, for example,...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
1. We have to stop trying to close too early.Many times, we start working on our timetable instead of the customer’s timetable. We put out a proposal prematurely even though the customer isn’t very far along in their buying process because we want to close it. When...
by Bill Stinnett | Nov 14, 2022 | Uncategorized
by Bill Stinnett | Nov 14, 2022 | Uncategorized
Many years ago I learned the hard way that customers don’t really want to buy anything. They don’t have any interest in the products and services that we sell, so trying to find customers that want our products or services is a losing battle. Instead, we need to find...
