Founder Analysis

In last few years I have seen so many ups and downs in many organizations and analyzed thatthe buyers have put great pressure on sales organizations and individual salespeople. To start, sellers have to battle misconceptions and misinformation that buyers may have formed through doing their own research. The formation of these ideas and assumptions can make it challenging to identify true root cause issues that may be preventing the customer from achieving success.

2nd thing is that economic instability, geopolitical concerns, corporate scandals, and public relations blunders have created mistrust and greater skepticism among buyers. Combine that with the proliferation of corporate jargon and aggressive marketing tactics, and you can see why buyers might be skeptical of anyone looking to gain a meeting with them.

Selling organizations struggling with these challenges often see verbal commitments that never end up truly closing as deals increasingly get tripped up at the finish line by new stakeholders, disagreement on needs, and risk aversion. There is an increased likelihood of losing to status quo and longer sales cycles. To be truly and wholly effective and

differentiated in the eyes of today's buyers, sellers need to create value in the buying experience itself that means helping customers to better understand the true nature of a business issue and how best to address it. It is not about manipulating or controlling the customer; it's about building credibility, fostering trust, and creating value for the customer and, in turn, creating opportunities for you as the seller. Successful selling strategies today are not achieved through one tactic or approach. Rather, it requires a broad set of selling capabilities that are constantly put into practice and refined.