Thursday, 10 September 2009
Getting Into Your Customers Head
I heard this story the other day from a very successful business professional. I thought it was very valid especially in a global service industry where personal knowledge and knowledge on your organisation combined with team support is critical.
When I was in my teens I worked a summer with my uncle who was an engineer in Manhattan. He purchased a lot of building material. I remember an endless stream of sales people trying to meet with him. I'll also always remember something that stuck with me from that summer. I asked my uncle once how he decided which products to purchase as all the sales people told a good story and had similar prices. My uncle told me he listened carefully not to the language of selling but to who knew the most about building products and how their products would benefit his firm.
That is what we need to teach our people. Most buyers think like my uncle did..
When I was in my teens I worked a summer with my uncle who was an engineer in Manhattan. He purchased a lot of building material. I remember an endless stream of sales people trying to meet with him. I'll also always remember something that stuck with me from that summer. I asked my uncle once how he decided which products to purchase as all the sales people told a good story and had similar prices. My uncle told me he listened carefully not to the language of selling but to who knew the most about building products and how their products would benefit his firm.
That is what we need to teach our people. Most buyers think like my uncle did..
Labels: Global Development Managers, New business, Sales, Training
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