“What we need is a return to the old-fashioned, roll-up-your-sleeves sales professional who doesn’t rely on virtual paraphernalia but works hard at building relationships, listening, and understanding more and talking less, and ultimately solving the problems that matter to clients rather than what aligns with the “solution” they are selling.
Here is the link to my fourth in a series of short videos regarding how I landed multimillion contracts with nary a brochure, website, or, for that matter, case study or quadrant endorsement – https://bit.ly/45Pt0B6
Don’t sell – solve!”
There appears to be a renewed interest in the above post, so I want to share the following excerpt from a comment made by Dr Tony Bridger in this discussion stream when it was originally posted:
“50% of my research sites on ERP implementations blamed themselves for their woes. They just didn’t collaborate and tried to drive technology they didn’t understand.” – Dr. Tony Bridger
Tony is making an important point that I missed the first time around.
As a salesperson, I can do all that I can to advise the practitioner-client with the greatest level of sincerity, experience, and expertise “after” listening to and understanding their challenges.
But what if they don’t want to listen? The big question is this: Do you, as a service provider, walk away when you know that a practitioner-client is doomed to fail by not following your best advice? I asked a senior exec from a service provider company what they would do, and nine out of ten times, they would still sell the client the solution because if they didn’t, someone else would.
So, maybe the real question would be this: if a solution provider tells you as a practitioner that they are going to walk away, what would you do?
30
Procurement Insights 
Is it time for providers to tell practitioners NO!
Posted on July 23, 2024
0
“What we need is a return to the old-fashioned, roll-up-your-sleeves sales professional who doesn’t rely on virtual paraphernalia but works hard at building relationships, listening, and understanding more and talking less, and ultimately solving the problems that matter to clients rather than what aligns with the “solution” they are selling.
Here is the link to my fourth in a series of short videos regarding how I landed multimillion contracts with nary a brochure, website, or, for that matter, case study or quadrant endorsement – https://bit.ly/45Pt0B6
Don’t sell – solve!”
There appears to be a renewed interest in the above post, so I want to share the following excerpt from a comment made by Dr Tony Bridger in this discussion stream when it was originally posted:
“50% of my research sites on ERP implementations blamed themselves for their woes. They just didn’t collaborate and tried to drive technology they didn’t understand.” – Dr. Tony Bridger
Tony is making an important point that I missed the first time around.
As a salesperson, I can do all that I can to advise the practitioner-client with the greatest level of sincerity, experience, and expertise “after” listening to and understanding their challenges.
But what if they don’t want to listen? The big question is this: Do you, as a service provider, walk away when you know that a practitioner-client is doomed to fail by not following your best advice? I asked a senior exec from a service provider company what they would do, and nine out of ten times, they would still sell the client the solution because if they didn’t, someone else would.
So, maybe the real question would be this: if a solution provider tells you as a practitioner that they are going to walk away, what would you do?
30
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