What Salespeople Need to Know
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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
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
- The financial situation of the organization, including its current stock
- Any recent public news about the organization.
- The costs and benefits to the organization as a whole around your
- 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
- What the common objections to buying it are (and how to overcome these).
- 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.
What Makes a
Sales Person Great?