Tag Archives: Needs

Intention is more important than technique.

Let’s imagine you meet two salesmen to find out if they can help your organization with a problem. The first salesman is acting professional, is well spoken and showing you several alternatives and ROI but you have this feeling that he is hiding something or you are not sure you can trust him. The second salesman is not so well dressed or does not have as impressive slides as the first salesman but you feel that this guy really are here to help you rather then just making the sale for his own. Who would you like to do business with? Sales people are putting much money and effort in improving their sales technique to increase their outcome but are sometimes working under dysfunctional paradigms ignoring the fundamental aspect to help the customer whether it happens to be with their own product or not.

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