A friend of mine, who is Senior IT Executive in Mexico City, wrote me recently asking the age-old question, do salespeople and marketers sell or do customers buy?
We’ve asked this question to hundreds of sales people around the globe and here’s the consensus:
- Nobody likes to be sold anything and most everyone loves to buy stuff,
- When we are being sold something, our defenses are up and we typically experience some degree of buyer’s remorse after we make the purchase,
- BUT buying something is a real treat–everyone loves getting new stuff, having the latest gadget!
- If the buyer feels in control and co-develops the solution with the seller — chances of sales success skyrocket.
WHAT’S THE BIG TAKEAWAY?
…Give your PowerPoint presentations a rest and pick up a dry erase marker. Stop presenting and start co-creating. Sketch out your offer/project/idea with the person considering it.
Death-by-PowerPoint-is out.
Co-creation is in!
-Jeff
