I’ve been following a number of interesting discussions on LinkedIn over the past few weeks. Many of them are on the same theme as this one – which is “What Are The New Rules of Selling…?”. My response is that other than some technology differences in speed-of-interaction – there are no new rules. They are the same old rules, just rediscovered. If you converse with your customers instead of preach to them; if you discover how they buy instead of forcing the sale; if you focus on value instead of features; and if you focus on results instead of products and solutions – in short, you understand your customer – that’s selling! Old or new.
I often say as a senior IT executive that I never ever bought a solution, I bought results and outcomes. I preferred conversations that focused on revenues, expenses and risk. So I chuckle when I read about the newest Value-based selling, or Curiosity-based selling or any of the other New-old methodologies. In essence, as pre-sales engineers we understand this – it’s rare to find an SE who wants to conduct less discovery and needs analysis; not always something you can say about our sales brethren.
What other sales ideas have come back into fashion?
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