It’s clear that the buying process is fundamentally changing. Both business buyers (B2B) and consumers (B2C) are increasingly using online means to assist in the buying process; using search engines to find potential providers, doing research on websites, subscribing to e-newsletters, engaging in social media conversations, etc.
There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is to:
Help you qualify your audience and opportunity. I.e. is this an immediate opportunity, future opportunity or not a good fit?
The greatest advantage of teamwork is that it achieves what individuals can’t, through the medium of simple cooperation. Making personal goals secondary to group goals may seem difficult, but it pays off for everyone in the end. Instilling effective teamwork as one of your team’s core values will make the team:
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to be kryptonite. Superman has no choice but to fight this nemesis to survive.
I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding, of course. He knows all too well there are significant differences between e-books and white papers, and even e-books and free reports.
It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it important?