Just like the character Curly in the movie “City Slickers” continued to ask people – what is the one thing? Well, b2b sales people seem to very curious as to what is the one thing they need to know more than anything else?
At first, I thought this was a silly and useless question designed to provide some silver bullet solution for higher levels of sales results. Yet, as I began to think about the question and reflect upon the possible answers and the ultimate meaning or impact upon all b2b sales people – the answer came as a blindingly light of the obvious.
In the world of b2b sales, we are no longer pushing things on our customers. We are helping our customers more and more to achieve more themselves.
If that is the case, then as b2b sales people our job is to help our customers solve problems and improve their results. When we do this successfully, we have long term relationships with our customers.
So, back to the question at hand – What One Thing Does a B2B Sales Person Have to Know?