Your selling goal is for Buyers and decision makers to invite you to their business tables. Your invitation is earned. Your invitation is achieved by becoming a go-to resource for those decision makers.
Have I just described your selling strategy? I didn’t think so either.
Your selling goal is for Buyers and decision makers to ask you “What do you think?” instead of “Can you make this?”
The “What do you think?” question communicates that you are considered to be an expert. That question is equated with their perception of you as a resource: not only for that one decision to place your product or service, but for the multiple decisions these Buyers make each year. You become an asset to your customer’s strategic priorities.
If decision makers are asking you “Can you make this?” they might as well be telling you they’ll take three dozen in assorted colors and, oh, by the way, can you have them here by next week at half the price. Ouch!
If your selling strategy results in a lot of push back and price-based objections, chances are you are not perceived as a go-to resource and domain area expert by decision makers. You, your company and your products and services are perceived as commodities: interchangeable with any number of your competitors.
Today’s decision makers are savvier than you give them credit for. Today’s Buyers are skeptical, too. Buyers and decision makers are more than aware that the majority of sellers are only interested in one thing: to place their products and services with their company. This type of selling strategy is all about you making your numbers this quarter. The primary focus of your selling strategy has nothing to do with your customers’ strategic priorities.
No wonder these decision makers are skeptical. Your selling strategy doesn’t differentiate you as a Businessperson of Worth. Let’s get to work on your selling strategy.
My new White Paper: Selling to Skeptical Decision Makers focuses on six overlooked areas of the buying process. These factors translate into a value creation strategy that can shorten your sales cycle.
Your selling strategy shouldn’t remain a numbers game. That’s status quo.
Focus on becoming as savvy as your decision makers. When you incorporate the decision maker’s perspective, you start having peer-level conversations that translate into sales wins.
Download my White Paper. Grow your sales brain. Enhance your sales skillsets for today’s Buyers and decision makers. Become their go-to resource for future business. Eliminate their skepticism… for good.
Babette N. Ten Haken, Founder & President of Sales Aerobics for Engineers, LLC, catalyzes revenue-producing business transition, startup growth and professional development. She works with traditional and non-traditional sellers and owners in the manufacturing and engineering space as well as in the B2C space. Read her book, Do YOU Mean Business? to learn how to turn yourself into a complete Businessperson of Worth. It’s a business boot camp in a book.