Most of you, by now, are aware that the language of selling has changed. It’s not a spiel. It’s not a script. It’s not a lecture on technical facts and figures. It’s not showing up and throwing up features and benefits. It’s not pitching. It’s not demoing. It’s not listening for only enough buying signals so you can pounce and close.
Your customers have had their feet dragged over the coals so many times by sales folks seeking to define pain, that the real pain is the risk of scheduling yet one more appointment with one more sales person who is going to attempt to, yup, you’ve got it, define their pain.
The truth of the matter is that it’s not only the language of selling that has changed. The intent of selling has changed as well.
Your customers are looking for conversations that make them pause and think about their context in a completely different [Read more...]