How Salespeople Can Gain A Competitive Advantage
I recently had the opportunity to interview Steve Schiffman for the third time. Steve is a corporate sales trainer that has trained over 500,000 sales professionals at over 9,000 companies.
In this interview, Steve talked to me about his book Secrets of Selling Services and specifically about How Salespeople Can Gain A Competitive Advantage.
How Salespeople Can Gain A Competitive Advantage Transcript:
I’ll tell you something interesting. I did a webinar this morning with a company. They said, “We’ve got a lot of people that are selling a product.” I said, “Out of curiosity, how do you know you’re talking to the right person?” They asked, “Well, what do you mean?”
I said, “Well, first of all, if you’re going to uncouple them, you’ve got to find out who the right person is.” What they do is they go in and whoever they end up speaking to, that’s the right person. I said, “Well, that’s not going to work. You’ve got to understand how and why they made that decision and in doing that, you’ll find out the who and then you can address it. But you can’t address it to the wrong person because that doesn’t matter.”
I might have something to sell that’s worth a million dollars to someone, but have the person I’m selling it to say, “No, I’m not interested,” simply because they’re not the ones that are interested. You’ve got to understand the buyer. It’s as important to understand the buying process as it is to understand the selling process.
That absolutely makes sense.
You can order Stephen’s book by clicking this link: Secrets of Selling Services: Everything You Need to Sell What Your Customer Can’t See—from Pitch to Close
Or clicking on the image below.
You can connect with Steve at his website www.steveschiffman.com