Our customers need more help than ever before to define what they’re seeking to achieve

Hello Subscriber,

There are lots of reasons why our customers need more help than ever before:

• Our customers can buy from more suppliers than ever before.

• Each of these potential suppliers offers an increasingly wide and sophisticated range of products and services.

• Our customers are being bombarded by marketing messages, increasingly generated by clever AI.

How can our customers have confidence that they’re making the best buying decisions when faced with so much choice?

Helping our customers to define what they’re seeking to achieve

One of the very best ways to sell is to help our customers define what they’re seeking to achieve.

Here’s the big insight that I’m sure you’ve come across before:

Whenever we’re considering what to do, especially when faced with lots of choices, it’s best to start at the end and work back.

I know that it’s normally very unwise to make assumptions. But here’s a fairly safe assumption that you can normally make. Most customers have not thought through every significant aspect of what they’re seeking to achieve with the potential purchase of products and services.

What are the implications of this for salespeople?

You can play a hugely valuable role with your customers, helping them to think through what they’re seeking to achieve with their potential purchase.

You can help them to develop a better understanding of what they’re seeking to achieve.

Help your customers to start with the end in mind!

Objectives & Key Results