With that being said, you can tell on here what type of sales role people are and what their sales process is just by reading their comments on what they think a successfull sales role looks like.
true, selling looks much different across the spectrum of commodity to complex products/solutions. Take product knowledge for example, most folks selling complex IT solutions aren't any where close to experts. They excel by managing the process.
Just a few of the tidbits I've learned and used through the years...
- never stop building trust
- the client is in charge of defining value, not the sales rep.
- understand the risks the client faces and you're that much closer to a deal. Budget constraints, time-frame, personal risk, ROI, etc. Focusing on this can allow you to change the competitive landscape. The client can get a gadget to fit the application anywhere.
- advantage can only be created through execution of strategy. Gone are the days of creating advantage through exclusivity, location, scale, time, knowledge, etc.
- always know where you stand, and always clarify the buying process with the client. You can't manage the process if you don't know it.
- and if you ever work for me, clearly understand ForeLSU's first law...You're not allowed to answer a question I ask with "He didn't say", the correct answer is "I didn't ask".