Thursday, August 25, 2011

White Knight

Are you a crusader salesperson on a mission to save someone from their dragons? Time to lose the fantasy, you sell stuff. Hopefully stuff people need, but that doesn't make you a Good Samaritan.

I don’t know what motivates you as a salesperson, but I hope it is money, because that is how you are judged. One of the surest ways to lose a deal is to try and save a client. Don’t get me wrong, selling them a solution that helps them is great, but you have to sell it for the money, not that warm feeling you get when you drop money in the Red Kettle.

In my presales technical role I get to help people understand. You get to help them buy. Look for prospects that want to buy, not those who need to be saved.