salespodder: sales blog with musings and tips from inside sales

Just a couple of days ago, I had the delightful experience of one of my tekkies showing sparkling sales skill.  And today I had a conversation with a fella of 20 years experience currently selling information to accountants.

Amazingly, he uses the same approach to uncovering requirements.  His similar chat goes:

“Let’s find out what’s crucial to you.  Think about:

what do you need,

what do you think might be of interest, and

then the blue sky … ignore all pricing issues and think of what in a perfect world you’d like”

And he went on to describe a cheeky four grand he’d just earned displacing his key competitor using this very same approach.