http://www.salescooke.com/2009/09/21/the-objective-of-the-sales-call-is-not-what-you-want/ If you think it's the economy, think again! Mon, 19 Jul 2010 18:18:00 -0600 http://wordpress.org/?v=abc hourly 1 http://www.salescooke.com/2009/09/21/the-objective-of-the-sales-call-is-not-what-you-want/comment-page-1/#comment-399 Overcoming Stubbornness | PURE COOKE Mon, 25 Jan 2010 13:57:55 +0000 http://www.purecooke.com/?p=1067#comment-399 [...] What you want is not important.  What the customer needs is.  In order to be effective at getting at what they want or need requires understanding your customer’s issues and perspectives.  I came across a great blog by sales productivity  insider Nancy Bleeke that puts the customer vs. salesperson perspective into a great light.  Simply by focusing on what we think we see and hear only from our viewpoint, we are only looking at half the equation.  The customer also has a perspective.  How well do you know or care about their perspective or what they see and think?  How empathetic or sensitive are you to their issues, needs, and challenges? If you are having trouble closing deals and are constantly having to overcoming objections, chances are quite high you have not really invested in learning, understanding, and internalizing what the customer’s perspective is.  Quit trying to make deals.  Focus on solving problems–your customer’s problems, not your sales problems. [...] [...] What you want is not important.  What the customer needs is.  In order to be effective at getting at what they want or need requires understanding your customer’s issues and perspectives.  I came across a great blog by sales productivity  insider Nancy Bleeke that puts the customer vs. salesperson perspective into a great light.  Simply by focusing on what we think we see and hear only from our viewpoint, we are only looking at half the equation.  The customer also has a perspective.  How well do you know or care about their perspective or what they see and think?  How empathetic or sensitive are you to their issues, needs, and challenges? If you are having trouble closing deals and are constantly having to overcoming objections, chances are quite high you have not really invested in learning, understanding, and internalizing what the customer’s perspective is.  Quit trying to make deals.  Focus on solving problems–your customer’s problems, not your sales problems. [...]

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