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What Salespeople Need to Know

 

Disciplines > Sales > Sales articles > What Salespeople Need to Know

Person | Organization | Offering | You | See also

 

Here's a checklist of just some of the things that sales people may well need to know. If you're a sales person it will help jog your mind. If you're a buyer, maybe you'll be kind and provide some of the information.

About the person to whom you are selling

  • What they think they want.
  • What they actually need.
  • Whether they have bought from you before.
  • What they think about your products and you company.
  • What they think about competing products and organizations.
  • What budget they have for buying.
  • What power they really have within their organization (and what they think they have).
  • How urgently they need/want a solution.
  • Aspects of their personality that may help or hinder the sale.
  • Whether they understand the risks of not buying.

About the organization to whom you are selling

  • What the organization does and how it succeeds (or fails).
  • A brief history of the organization, including any stories about its founders.
  • The financial situation of the organization, including its current stock market performance.
  • Any recent public news about the organization.
  • The costs and benefits to the organization as a whole around your product.
  • Who else needs to be consulted before the 'buy' decision will be made.
  • Who will oppose the purchase, and why.
  • What other internal politics may get in the way.

About your offering

  • What benefits it can offer customers.
  • Whether it can resolve identified customer problems.
  • How to demonstrate it and the benefits it offers that are sought.
  • What limitations it has that may hinder sales (and how to get around these).
  • What the common objections to buying it are (and how to overcome these).

About you

  • How customers see you (in particular how they trust you -- or not).
  • How much you genuinely care about customers.
  • How likely you are to meet sales targets this period and the effect of making/not making this sale.
  • How desperate (or not) you are to sell.
  • How much you believe in what you are selling.
  • How much you believe in yourself and your ability to sell.

See also

What Makes a Sales Person Great?

 

Sales Books

 

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