‘Buyers expect sellers to provide insight, beyond product and services. They want sellers to look across the marketplace, pay attention to changing trends, evaluate information from the buyers’ perspective, and help them narrow the scope and simplify their buying journey.’
‘If a seller or sales manager can get a proper read on the buyer’s situation, the decision-making and subsequent execution improve dramatically.’
‘The most important aspect of foundational agility is to understand how buyers buy, what motivates them at each stage, and how to plan and execute sales conversations differently at different stages.’
‘Buyers (and humans in general) make changes when the pain of staying the same exceeds the pain of change.’
‘Buyers like their own ideas better than salespeople’s, resulting in the need to make purchase decisions the buyers’ ideas.’
‘It is rare to win a deal that someone else- namely your competitor- has helped shaped.’
‘What does hold true is that practice is more time-consuming than execution, even for the highest performer.’
‘Knowing the common buying situations you might encounter makes the diagnosis more efficient, but it doesn’t negate the need for diagnosing.’
‘Execution is more effective when balanced with assess, choose, and feedback.’
‘The degree to which the customers have defined their solution will have a significant impact on your choice of sales strategy.’
Source:
Michelle Vazzzana and Lisa Sottosanti Doyle (2023). The Sales Agility Code: Deploy Situational Fluency to Win More Sales
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