What would you have done?

Skip

However, the creative Sales Person will look at their entire territory and see beyond the obvious "No Brainer" relationship built sales and find people that have a need but do not realize it.

For example: A copier sales person may see a Very Small Business that is constantly going to a place to make their copiers so that creative sales rep will attempt to show them how they can save money and how it would be a huge benefit to have a system at their location.

Again we are not selling Life Insurance to a 5 year old or Medical Devices to an Attorney....the needs are created by people's habits and it is up to us to show them how to make their life easier based on those habits.

Success,

Rory Wilfong

MitchM

So the YES is actually not a YES however, it is a great indication of their needs and wants so that you can develop your complete process.

I get it and think we are saying the same thing.

Success,

Rory Wilfong

Houston's original question was:

"After reading the exchange what is your opinion... would you have asked questions or pitched an offer based on assuming an interest or need?"

rwilfong, from your posts, it's clear that your answer to Houston's question would be: "pitch an offer based on assuming an interest or need."

I, however, would recommend that salespeople ask questions instead, to uncover needs and understand the prospect and his/her situation before you pitch a solution.

We'll have to agree to disagree.

Originally Posted by rwilfong For example: A copier sales person may see a Very Small Business that is constantly going to a place to make their copiers so that creative sales rep will attempt to show them how they can save money and how it would be a huge benefit to have a system at their location.

In your current example how did the salesperson decide which benefits to present?

Skip

I do not necessarily disagree with what you are saying however, my job is to discover people that have needs or have a potential of having a need before they contact me. Once they contact me their expectations are already created....and I have to play "catch up" at that point.

Success,

Rory Wilfong

Houston

Very simple...there are several: First of all trigger question is...Do you enjoy going to Kinko's to make copies?? Then proceed to the FABs of having their own system. Price they are paying for the time to travel to the remote location to make copies; the cost that location charges you; the fact that they may need other office equipment; etc.

Sales a lot of times is as simple as showing someone a better and more profitable way of doing things without you necessarily being provoked. Most businesses and/or consumers do not realize that there is a better way until someone opens their eyes and shows them.

Success,

Rory Wilfong

Originally Posted by rwilfong Houston Very simple...there are several: First of all trigger question is...Do you enjoy going to Kinko's to make copies?? Then proceed to the FABs of having their own system. Price they are paying for the time to travel to the remote location to make copies; the cost that location charges you; the fact that they may need other office equipment; etc. Sales a lot of times is as simple as showing someone a better and more profitable way of doing things without you necessarily being provoked. Most businesses and/or consumers do not realize that there is a better way until someone opens their eyes and shows them. Success, Rory Wilfong

I'm a believer in "questions are the answer". Besides determining if the person you're engaging is someone you want to/can do business with questions help the prospect identify, verbalize and clarify needs, buying criteria and other key issues.

If the prospect doesn't perceive a need then there is no need to fill. Even if there is a need if the prospect can't manage the 'change' then there will be no sale.

With this perspective in mind I believe that "pitching a solution of your choosing" prior to engaging the prospect through questioning is poor selling and not recommended.

Originally Posted by Houston I'm a believer in "questions are the answer". Besides determining if the person you're engaging is someone you want to/can do business with questions help the prospect identify, verbalize and clarify needs, buying criteria and other key issues. If the prospect doesn't perceive a need then there is no need to fill. Even if there is a need if the prospect can't manage the 'change' then there will be no sale. With this perspective in mind I believe that "pitching a solution of your choosing" prior to engaging the prospect through questioning is poor selling and not recommended.

Houston, I couldn't agree with you more. Well said.

Houston and Skip

Questions and Listening are very important aspects of sales and that is not even in question.

However, it appears that you guys have the attitude that if the individual does share interest in you for being questioned then you do not even attempt to ask questions. It is your job to go to people that have a need that do not realize and begin to listen and then ask questions.

Like you Houston for example, you have a need and I have listened to your objections and you still may not have any interest, but you still have a need.

A good sales person can determine who has a need for their product/service before that individual comes to them. It sounds like you guys wait for prospects to come to you....instead of you getting them.

Success,

Rory Wilfong

Prospecting is important. Prospecting is the process of finding viable customers, it's true. But I didn't think we were discussing prospecting.

But in selling, once you have identified a prospect, I believe that salespeople will benefit if they identify needs and desires of their prospects, and then present solutions to those specific needs and desires.

But in contrast, from your posts, I believe your methodology is this: Present your products or services to people that YOU think have a need in hopes someone will buy. IMO, one reason so many prospects are resistant to salespeople is because they've been sold in that manner before and didn't like it. And it just doesn't work all that well, either.