Let’s Sell Them What They Need


imagesI was making a sales call this week  and got some great advice.

“Sell me what I need not everything your company offers.”

Sales folks like myself have many things in the  tool kit to sell.
When we get that opportunity to sit down with a prospect, we get excited and want to let them know about everything we have to offer…..  Bad Idea!
In talking to a couple CIO’s before writing this blog I got a consistent message..

Focus on my pain points and solve those problems first. “

Do your homework, get an understanding of the business and technical issues / challenges that are their current priorities and sell them that first.  Present solutions not just products. Teeing up a solution will minimize the need for detailed product evaluation, saving valuable internal resource time and money.  It can also speed the time to sale.

As one CIO told me, “ I had significant user experience issues. I had to put the fire out.  I was looking for the vendor to wrap up the solution in a box and put a nice bow on it so I could pull the trigger and implement, Instead what I got was a bunch of products for my team to evaluate . We didn’t have time to do that so we pursued an internal solution.”

Once you have achieved success with the point solution, the bing-bang will come down the road .  Budgets are tight, the pressure is on these folks to provide immediate value to the business they support.  Let’s make them a quick hero, achieve trusted advisor status, lock out our competition and enjoy a long fruitful relationship with our customers.

Good selling..




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