During my roles in solutions sales B2B businesses, I was often asked by my team members about my mantra for success.
My answer , based on my analysis, was the following- make 3 critical changes in the way you engage with your clients, internalise these changes, and you will have been served well .
These 3 changes that I mention are-
- CHANGE #1: Describe what you’re selling as a “verb” rather than a “noun.” For example, suppose you’re selling for an industrial glue manufacturer. If you think that your job is to sell “glue” (a noun), you’ll talk to the customer about product features. If you think your job is to sell “gluing” (a verb), you will tend to uncover your customer’s gluing needs. Then you can show your offering can fulfill that need.
Another example that I can give here is when I was selling packaging solutions-…
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