We’ve all had that great prospect–the one that invites you in to his office, tells you all about the issues he has, expresses hope that you can help him, pays you what you ask, and faxes in the PO. Wouldn’t it be great if they were all like that. We’ll call that the ideal prospect.
I
Thoughtful article by Jeff Thull on Jonathan Farrington’s blog talking about the “death” of solution based selling. He makes some good points – although I think he’s somewat over-egging the point and deliberately painting solution selling in an old fashioned way that is rarely used.
“How Can I Regain Control of a Sales Process That’s Out of Control?”
I got this question from one of my clients last week. The more I thought about it, the more I realized that this is a common problem for sales professionals–especially in complex (long) selling cycles.
Let’s start at the top. You are in sales
Have you ever been at a doctor’s appointment and had him start a procedure without filling you in on what to expect? How about buying a new home and your realtor not telling you what you’ll need to complete the purchase? Doesn’t really make you feel “okay” does it?
This is how your prospect feels if
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