Interesting reading Lisa Dennis' article Rewrite Your Sales Agenda - it's so true that many of us in sales are so focused on our own "stuff" - our comp plan, our great services and products - we often don't focus on the customer's business pain, and ultimately THEIR agenda.
I know Lisa and she's created a great reputation in the Boston area to help companies solve marketing and sales issues.
Three of my favorite points she makes:
Can your sales people draw buyers out to describe their desired state and then link your company’s products or services to that state?
· Does your company’s sales training emphasize delivery of product or service components or questioning and listening skills?
· Can your sales people “hear” and respond to a buyer’s agenda in their own language?
Have you reviewed your internal sales training system and process objectively? What are you finding?
