Emergic: Rajesh Jain's Blog

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Sales Calls to Buy Calls

June 25th, 2006 · No Comments

Seth Godin writes:

I have a problem. I’m willing to talk to a buyperson (okay, bad neologism) to help me solve it.

My factory needs to be more efficient. I want to buy a solution. I call a salesperson.

My publishing company needs to grow. I’m eager to have a meeting with an author who will show me a new book that will help me do that.

What changes more than the words is the posture. If you ever find yourself in a meeting, arms folded, barely paying attention, waiting for the salesperson to leave, the right question to ask yourself is, “Why did you bother wasting your time by going?” If you’re going to go to a meeting with a salesperson, the new expectation is that you’ll come armed with questions, eager to learn what you need, ready to buy the moment you find the right solution.

Tags: General

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