Added on November 21, 2013
Buyer Needs , defining the ideal solution , Sales Proposition , seller credibility , skeptical buyers , swiss army knife
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
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 […]