Interesting thought from Seth Godin in his blog yesterday: Seth’s Blog: Why lie?. (Thanks David for the heads up on this link!)
Seth makes the assertion that we (as sales professionals) have conditioned our customers/prospects to lie to us…
His assertion (which I agree with) is “Given what they know and what they believe, the prospect is making exactly the right decision.”
…even when they aren’t deciding on my product or service.
The onus then is on us – as sales professionals – to ensure that our prospects have all the information they need – in the format they need it – in order to know and believe what we know and believe.
In order to communicate it in the format they need it – we have to know what motivates them, what scares them, what drives change in them and in their organization. This could mean that you need to communicate the same content in more than one format.
If we effectively communicate what we know and believe about our product or service, then there is no reason our prospects wouldn’t choose our product or service.
Where I believe many of us fail, including myself, is in planning and understanding each appropriate perspective of each prospect to communicate to them that makes the most impact for them. This is why every call must be planned.
This is why sales is a profession.
Let’s discuss – leave your comments on the website.