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                                           Sales Management Consultants

   In this Issue:
      Malpractice in Sales?
      Selling Quotes
      A Few Quick Seconds
      Latest Blog Posts

Sales & Marketing Newsletter Volume 317

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Did You Know?

Solution selling is a sales methodology that focuses on the buyer’s need rather than specific product features or benefits.

Here are a few interesting statistics that highlight the importance of selling solutions rather than features, details, functions, and price:

  • 95% of buyers choose a solution provider that “Provided them with ample content to help navigate through each stage of the buying process.” (DemandGen Report)
  • 52% of B2B buyers said the biggest risk of making a wrong purchase is wasting company money; 23% said losing internal credibility is their top concern (SAP)
  • After a presentation, 63% of attendees remember testimonial stories; only 5% remember statistics. (Dan & Chip Heath)
  • Customers believe sales reps are 88% knowledgeable on product and only 24% on business expertise. (Corporate Visions)


Latest Posts!

"A" is for Attitude! Go...

Which ½ of Our Sales Management Effort is Working Go...

What's On Their Minds? Go...

CX Realities & Pitfalls Go...

 Selling Quotes
"The key is to set realistic customer expectations, and then not to just meet them, but to exceed them - preferably in unexpected and helpful ways"
—Richard Branson 
"Get closer than ever to your customers. So close, in fact, that you tell them what they need well before they realize it themselves."
—Steve Jobs
"Inside of every problem lies an opportunity."
—Robert Kiyosaki, Author
Paul Charles & Associates
519 Mammoth Rd - Londonderry, NH 03053
[603] 537-1190
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                                 & communicate better"

Sales Malpractice?
Defined as "prescribing medicine or medical treatment without sufficient knowledge of the patient's condition," medical malpractice can have devastating effects.

Similarly speaking, the sin of "sales malpractice" is committed countless times each day, and it too can result in devastating consequences:

  • Customers become dissatisfied
  • Business relationships are compromised
  • Orders are lost
  • Time is wasted
  • Needs are left unfulfilled
  • Future opportunities are often lost...

Sales malpractice happens when sales people fail to properly assess or recognize customer needs, interests and priorities.

The transgressions are not typically premeditated, but rather take place as well-intentioned sellers plod on with ineffective pitches, one-sided sales spiels and misdirected presentations, offering solutions that don't quite fit.

A Simple Solution...
Fortunately, the malady is easily avoided!

Creating, and then diligently putting to use, a comprehensive customer needs assessment plan is the simple solution.

And, to avoid any misconceptions, the assessment must be conducted early in the selling process, and must be regularly confirmed during more lengthy selling cycles.

In addition, effective assessment must go well beyond simply asking customers what they think they need — which is the style of an "order taker" rather than a sales professional.

Instead, this more comprhensive and consultative approach to needs-assessment involves learning about what each customer is trying to accomplish; it requires the use of strategically-crafted probing questions, which can best be created by working backwards from the problems the selling organization solves and from the objectives they help customers achieve. These questions must then be followed by focused listening, a thorough situational analysis, and confirmation of the facts.

Today's marketplace demands a solution selling model in which all customer needs — recognized and unrecognized — must be uncovered, properly assessed, and confirmed before any solutions are offered; no presentation can be made, no advice given, no proposal written, no quote submitted until all factors have been carefully considered.

Only then can a solution be offered in good conscience, and only then are we living up to the responsibilities of a true sales professional.


A Few Quick Seconds…

Here are a couple of related articles from past issues you might have missed, and which generated especially positive feedback:

"SP" Selling?
We’ve frequently observed a troubling habit that many sales people have fallen-into, which is costing them and their organizations significantly in terms of lost opportunities or unrealized profit. Perhaps you are familiar with it...

Read full article

Customer Needs: One Size Does Not Fit All

Alec's Shoes is one of New England’s most successful independent shoe stores, offering athletic footwear, men’s and women’s casual and dress shoes, and a wide range of accessories.

But the store is known for much more than its inventory...

Read full article...


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