The above post is a far-reaching, powerful message (and image) that should especially resonate with solution providers, Supratim Roy!
It reminded me of the following excerpt from the recent post Solution Providers – Stop Telling & Selling and Start Asking & Solving! – https://bit.ly/3yPC38B
“The bottom line is that your product or service is great, but if I am watching the flames burn down my house, I am not going to care about the home security system you are trying to sell me at that moment, no matter how great it might be. I need something that helps me now!”
Like the old analogy of not being able to see the forest for the trees, far too many solution providers can’t see procurement’s flames for the solution they are selling.
Sales are about active listening, asking questions, and understanding. They are not about hitting a quarterly target or incessantly raving about how great your company and its technology are. They’re about solving the right problems at the right time to produce the right outcomes. Then, and only then, will a salesperson achieve their objectives.
“You can have everything in life you want if you will just help other people get what they want. Creating deep relationships is about helping others.” – Zig Ziglar
Weekend Homework:
Here are three brief videos I would like you to watch. Tell me which ones are asking questions in a highly competitive, somewhat saturated market, and which one is selling specific features, functions and benefits based on being the “only kid on the block” with the technology.
30
Procurement Insights
Do Solution Providers Really Understand The Challenges (Fires) That Procurement Faces
Posted on June 29, 2024
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The above post is a far-reaching, powerful message (and image) that should especially resonate with solution providers, Supratim Roy!
It reminded me of the following excerpt from the recent post Solution Providers – Stop Telling & Selling and Start Asking & Solving! – https://bit.ly/3yPC38B
“The bottom line is that your product or service is great, but if I am watching the flames burn down my house, I am not going to care about the home security system you are trying to sell me at that moment, no matter how great it might be. I need something that helps me now!”
Like the old analogy of not being able to see the forest for the trees, far too many solution providers can’t see procurement’s flames for the solution they are selling.
Sales are about active listening, asking questions, and understanding. They are not about hitting a quarterly target or incessantly raving about how great your company and its technology are. They’re about solving the right problems at the right time to produce the right outcomes. Then, and only then, will a salesperson achieve their objectives.
“You can have everything in life you want if you will just help other people get what they want. Creating deep relationships is about helping others.” – Zig Ziglar
Weekend Homework:
Here are three brief videos I would like you to watch. Tell me which ones are asking questions in a highly competitive, somewhat saturated market, and which one is selling specific features, functions and benefits based on being the “only kid on the block” with the technology.
30
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