DISQUS

Bob Hatcher · 6 months ago

You are half right. The statement should be "Sales may not be a partnership". What sales people don't realize is that prospects can be anywhere on a spectrum of Pure Commodity Buyer at one end to Strategic Partnership at the other. There are lots of places in the middle. The best sales people try to understand what kind of buyer they are dealing with. Because, if you are the low price provider you ARE searching for the buyer who wants a commodity relationship; and if you're starting a new business and you don't know anything about finance, you just might want a relationship with a company who can add significant value.

The selling organization needs to understand what kind of customer it seeks. Defining its Ideal Customer Criteria (a Miller Heiman term) is critical.

Bob Hatcher
www.bettersellsolutions.com