” I actually want to encourage you to find some ways to get into comparable buying situations. The closer to the purchase scenario to whatever it is that you sell, the better.” – Scott Ingram in today’s Tip 1475
What’s your thought about this?
Join the conversation below and share your thoughts!
Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. I titled today’s tip “Be the Buyer,” and there are a couple of ways you could take this. The most literal way would be to put yourself in the shoes of your buyer and think about what you would want if you were in the position that they’re in, which is a great practice, but I actually want to encourage you to find some ways to get into comparable buying situations. The closer to the purchase scenario to whatever it is that you sell, the better.
You can look for these opportunities internally. Maybe there’s something that your company is planning to purchase where you can shadow the process, or another of my favorites is to collaborate with previous customers you have a good relationship with to get involved in their process. I know this sounds weird, but often times there are complimentary or ancillary products or solutions to your own that they might need to purchase.
As an example, let’s say you just sold someone a new CRM system and next they’re going to need to purchase a sales enablement solution. You can offer to be a part of that process to help guide them in their decision and think through implications of the overall connected solution. So there’s value for them, but the main value for you is watching how other people sell similar solutions from the buyer’s perspective.
I’ve had a couple of opportunities to do this recently and it’s been eye-opening. I’m not going to turn this into a complete rant, but you get to see just how obnoxious and awful sellers appear from the buyer’s perspective when they try to apply unnatural timing pressure to the end of their month or their quarter.
You really get to see the good, the bad, and the ugly of presentations, positioning, and just how they work to manage the overall sales process. You will learn so much from this experience. It may not be easy to get yourself into these types of situations, but try. It will change you, and I think for the better!