Jefferson, Octupus & Wheelbarrow: Taking Needs Analysis To A New Level
What are the principles of world-beating solution selling? Well, here communicate them using a rich metaphor – one that you won’t easily forget. It is Jefferson’s Octopus In A Wheelbarrow! Jefferson Thomas Jefferson, was a founding father, lead author of the Declaration of Independence and 3rd President of the United States of America. […]
Strategies For Identifying Hidden Requirements
Strategies you can employ to powerfully connect with the buyer’s hidden agenda. That is the ‘un-written’ buyer requirements and their more fundamental underlying motivations that can make the difference between sales success and failure.
The Customer’s Hidden Agenda
Is Your Needs Analysis Only Scraping The Surface?
What if your needs analysis is only scraping the surface? It may be effective in capturing a detailed list of product requirements and functional specifications, but that is not enough. Too often the buyer’s more fundamental underlying needs and motivations remain hidden.
Sales Hopscotch: Turning Buying Process To Your Advantage
Buying has become increasing structured and process-driven. The steps in the buyer’s process therefore have a major bearing on the speed and indeed the success of the sale.
But adopting a less rigid view of buying process is important if the salesperson is to do his, or her job well. It requires adopting a non-linear view of the sales process, or what we like to call sales hopscotch.
Remember Buyers Can See in 3D!
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 […]
Holding A Mirror Up To The Buyer
A salesperson’s needs to hold a mirror up to the buyer in order to fully understand his, or her needs. The objective is a two-fold one: 1. To understand what buyers sees as their needs so that they can be resolved by the seller’s solution 2. To shape that view by raising buyer awareness through […]
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