the past two decades, I have been studying behaviour
of Sales engineer,Purchase manager & their fascinating
dialogues. I have come across some interesting findings
& most of them have not changed, ever since I made
my first sale.
sales people have less time for face-to-face meeting
with the buyer.
As less time is available,
sales people need to have good 'homework' about the
customers needs & how does the offered product/solution
fits the buyers' expectations.
Majority of buyers still base the decision on basis
of price.However, dig deeper you will be surprised to
discover, the decision was coupled with one or more
of the following reasons,
* Selling organisations'
* Service quality.
* Meeting Specs.
* Delivery &
* Product quality.
Buyers who came across sales people claiming "we
can do it cheaper" are many times given lowest
Major reasons why certain sales people were preferred
over others are;
1. Questioning,Listening & Presentation skills.
2. Knowledge of customers' business & markets.
3. Product knowledge.
4. Time awareness.
5. Professional approach.
have also observed; selling organisations many times
ignore to train the front end (& in some unfortunate
cases Middle & Senior management) in the following
*Concentrating on sales person's market &
*Better design of
most products/solutions becoming more & more similar,
the sales people have become the singe most important
source of differentiation.
experience of two decades, read
"How we help
our clients" to improve business.