Added on November 21, 2013
Ray Collis
Buyer Needs , defining the ideal solution , Sales Proposition , seller credibility , skeptical buyers , swiss army knife
![Why A Swiss Army Knife Won’t Help You Sell! Why A Swiss Army Knife Won’t Help You Sell!](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2013%2F11%2Fswiss-army-knife.jpg&q=90&w=650&h=300&zc=1)
Your believe in your product means that you don’t hold back in making claims about its features and functions. However, there is a point at which that can become counter-productive. In selling to today’s more skeptical buyer it often makes sense to tell what you product won’t do too.
Added on August 16, 2010
John O' Gorman
Buyer Needs , Needs Analysis , Requirements Definition , Solution Definition
![Remember Buyers Can See in 3D! Remember Buyers Can See in 3D!](http://buyer.sellerinsights.com/wp-content/themes/patterns/timthumb.php?src=http%3A%2F%2Fbuyer.sellerinsights.com%2Fwp-content%2Fblogs.dir%2F4%2Ffiles%2F2010%2F08%2F3d-glasses.gif&q=90&w=650&h=300&zc=1)
Too many salespeople limit their success by adopting a myopic view of how their solutions will be employed by customers. In particular they fail to consider all those ingredients –particularly people and process – that are required to ensure their customer’s success. The Custmer Sees in 3 Dimensions: The customer has a problem, which as […]