It's been said that every person is your next customer but in today's Wild West, that isn't neccesarily true. Why? Because the old way of doing things has changed. Sales 1.0 taught you to how to discover clients and customers through the traditional sales cycle. Everything was focused on face to face contact, usually on a golf course. Sales 1.0 was all about the pitch and very few took the time to analyze the needs of their prospects and find a way to address their pain points.
Chad and Linda Nelson from The Basis Group write, ”you need to be out in your marketplace talking to people, learning what they know, discussing ideas, taking the pulse of the industry to see where it’s going, responding to concerns and expanding your understanding of what is needed.”
That sounds a lot like listening and applying intelligent thinking toward your sales approach to me.
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