Try Buying Instead of Selling: Three Revelations

For those of us struggling to be successful at sales, here’s a piece of advice fromsolution selling training experts. Try putting yourself in the buyer’s seat for a change and pay attention. There is much to learn about selling solutions when you play the role of buyer.

Here are three revelations that may change your sales approach:

1. Buyers don’t want to be treated the same. They want you to understand their specific needs and deliver what will address their specific issues. Your sales approach should be individualized and reflect what you have learned about the buyer’s situation…their industry, their organization and their issues.
2. Buyers don’t want to hear what they already know. They want your fresh insights and the external perspective you bring. They seek innovative solutions to their problems.
3. Buyers don’t want empty promises. They want to know just what to expect and when. There should be no last-minute surprises. Be sure you can deliver what you say you can deliver.

Successful sellers of complex solutions know their client’s needs, bring value in their understanding, and deliver as promised.