...RePoRt..

Have you ever noticed that your customers know more about your solutions and products than both you and your technical consultant?

And the buyer always knows more about the market and the competition than you ever will find out!

How come we as salespeople always seem to find the "compelling reason to act now" while our customers seem to drift in and out through the quarters constantly finding new reasons not to act now?

And have you also found out that no matter what industry you're in, the yield and conversion rate from first contact to actually customer never exceeds 7%, and usually only after stalking the customers for a couple of quarters...

If your job as a salesrepresentative is not to give the customer information (since they already have more of that than we do), and there never seem to be a reason to act now, then WHAT IS OUR ROLE?

How can we show up and help the customer to decide, and save them and ourselves a lot of time while more quickly finding more prospects that can and will use our solutions to solve their business problems.

I just realized that most of us only get training on the sell-side of the equation. Some people get trained on the buy-side of the equation.

But noone gets training on how to coach the buyer to make better buying decisions. It takes two to tango, both salespeople and buyers, but the music has changed, and it's time to learn a new kind of dance, it's time for buying facilitation.