Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it by Morgen Sharon Drew & Dibble Shawn & Konrath Ji

Author:Morgen, Sharon Drew & Dibble, Shawn & Konrath, Ji [Morgen, Sharon Drew]
Language: eng
Format: mobi
Publisher: Morgen Publishing
Published: 2009-10-14T16:00:00+00:00

Solving the buyer’s Identified Problem with our solution requires a different skill set than the one we must use to help them get buy-in to change.

SALES DOES NOT ADDRESS OFF-LINE DECISIONS

Sales places so much influence on ‘understanding’ a ‘need’ so we can place our solution. Here is what we are doing when we gather information and work so hard on understanding the need:

We can understand the Identified Problem, and the full set of needs—in relation to our solution.

We have disregarded the internal issues buyers have to address and that bias their solution choice.

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