Most b2b sales people charge into an account and begin a data dump of features, benefits and solutions on their target decision makers. Well, stop it today. No more direct or frontal assaults.
Even military strategist have learned the frontal assault is a very wasteful method to use. They now deploy end around techniques, deception techniques or other methods to gain an advantage on their targets. Well is it time for you to stop the frontal assaults?
Some of you are asking – what is a frontal assault in selling? It is the old school presentation model of selling made famous when the customers had no idea about what products or service were available. Thus, they had to rely upon the sales person to show them the way with lots of information about products and service – a data dump of ideas.
Well, welcome to the new world whereby the customer probably knows more about your product category then you due to the Internet and all its information at their finger tips.
You new sales techniques include one of the techniques used by the media to get your attention and interest. They use teasers to keep your interest at a higher level and you should be using teasers with your prospects and customers.