Sales POP - Purveyors of Propserity
The Shoe on the Other Foot: Salespeople Must Think Like Buyers
E-books / Sales Management / Sep 18, 2017 / Posted by Nikolaus Kimla / 6642 

The Shoe on the Other Foot: Salespeople Must Think Like Buyers

1 comment Download Ebook

There is a long-term situation in sales of salespeople having a rather one-sided viewpoint: they think only like salespeople. It’s all about the pitch—selling points that they’ve seen work before, and using those to convince that buyer to purchase.

Salespeople have been operating this way since the beginning of time. The better salespeople perfected their pitches so they could recite them in their sleep—and sometimes it seemed that they were doing exactly that.

But the salesperson of old wouldn’t stand a chance in today’s sales landscape. One vital element in the sales-buyer relationship has radically changed: the buyer.

Radical Shift

Today a buyer is learning a considerable amount about a product or service before that first contact with a salesperson. It’s even been said that the majority of the buying decision is actually made before that first contact. Whether or not that’s true, it is true that a salesperson is confronting a far more educated buyer in that first meeting or phone call than in yesteryear.

Where a great sales pitch used to work before, today it’s a whole different game. A salesperson must learn all about the various actions a buyer takes in making a purchase, and most importantly learn to be rapidly responsive to those actions in ways that are meaningful and motivational.

If you think back to sales you’ve been involved with, you’ll realize that in deals that won, you successfully monitored various buyer actions in coordination with taking actions of your own. In deals which were lost, there had to have been actions you didn’t take, or at the least key indicators you missed.

To the degree that due regard for buyer actions is taken, the sale is succeeding.

Sales Process

In an effort to bring salespeople up to speed with buyers, most companies have evolved a sales process—that series of steps that take a sale from lead to close. The sales process is a path for the sales rep to follow that hopefully mirrors buyer behavior and makes for a higher closing ratio.

Selling Methodologies

There are numerous popular selling methodologies today. Consultants are hired to bring in one of these or another such method. Interestingly, each of them seeks to make it possible for a sales rep to monitor, influence and be responsive to buyer actions.

Selling System

To emphasize the importance of buyer actions and seller’s activities, we at Pipeliner recently evolved the Pipeliner Selling System. This system, which could be called a common denominator for all successful sales processes, shows that a seller can not simply march through a sales process, but must be acting to cause—and be responsive to—the various buyer actions all down the line.

What does all this mean for your sales team…and for the CRM solution that you choose? You owe it to yourself and your organization to find out.

Download our free white paper The Shoe on the Other Foot: Salespeople Must Think Like Buyers.

About Author

A 30-year veteran of the computer industry, Nikolaus has founded and run several software companies. He and his company uptime iTechnology are the developers of World-Check, a risk intelligence platform eventually sold to Thomson Reuters for $520 million. He is currently the founder and CEO of Pipeliner Sales, Inc., developer and publisher of Pipeliner CRM, the first CRM application aimed squarely at actually empowering salespeople. Also a prolific writer, Nikolaus has authored over 100 ebooks, articles and white papers addressing the subjects of sales management, leadership and sales itself.

Author's Publications on Amazon

Inside this eBook, you’ll discover a series of chapters dedicated to some of the most important areas facing sales today. From the sales process definition to measurement, lead generation, and proven sales techniques, this comprehensive eBook will provide you with the information you need to…
Buy on Amazon
A common term in sales today is EQ, which stands for “emotional I.Q.” It means the skill a salesperson has in reading emotions and utilizing them in sales. It means empathy and a number of other abilities. The short version is, it’s an I.Q. when…
Buy on Amazon
People are smart to question the future of automation, for it has become part of everything we do. With the quantity of applications and technology around us, we yet still crave more. We become convinced of its power when our package is delivered from Amazon…
Buy on Amazon
Sales management isn’t a simple subject by any means. But at the same time, it does have some basic and somewhat simple fundamentals—and that is what we are bringing to you with this book. First come pain points of sales management, and how to overcome…
Buy on Amazon
Today the Internet has transformed a seller's market into a buyer's market and author Nikolaus Kimla states that the role of sales has never been more crucial. It is now time to give salespeople the role they factually can play: entrepreneurs within the enterprise. They…
Buy on Amazon
This is our public declaration of the intentions behind Pipeliner, and our objectives and motives for the product and for our company. Behind the development of that CRM application and, in fact, behind everything we do, we have a real cause. The story begins with…
Buy on Amazon
For the future, there must be a perfect balance of humans and technology. You have to have the perfect technology, andthen the perfect human being in application, performance and presentation. Today and into the future, it’s a 50-50 balance. In the past it was perhaps…
Buy on Amazon
The salespreneur is based on the concept of the entrepreneur. Before we can explain the salespreneur, you have to have some understanding of the entrepreneur. The entrepreneur plays a crucial role in any economic system. The entrepreneur seeks out information that can be utilized for…
Buy on Amazon
A seasoned captain would never leave port without a competent navigator. In a similar way, a sales manager might be a total ace at "commanding the ship" – at inspiring and coaching sales reps, pointing out and getting agreement on making quotas, and keeping everyone's…
Buy on Amazon
This website uses cookies. By continuing to use this website you are giving consent to cookies being used. For information on cookies and how you can disable them, visit our privacy and cookie policy.