"If you are in sales (you could say everybody is, kinda), you have to ask yourself the question, why am I needed? Why is a salesperson needed here? Is it just to “facilitate the transaction”, as Dennis calls it, or are you there for some higher purpose? And if it’s the latter, what is that higher purpose, exactly? This idea is very much aligned with the notion that if your product really helps people [there is a bona fide need] for it, then selling becomes about solving problems." - Hugh MacLeod Which means... 1) Your ideal prospect has to HAVE a problem - and perceive that they do...and 2) They WANT to solve it NOW (versus someday when they have time...) and 3) They decide to choose you - and YOUR solution - versus many others they might choose from. So. The better you know who your ideal user or buyer is, and the problem THEY have that they want to solve now, the more likely you can call them by name. And then, let them buy from you. Think?
Posted on: Sat, 29 Jun 2013 22:11:19 +0000
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