Selling to decision-makers: three free videos
The core of twenty years of B2B sales training — in three videos, with worksheets.
The most important thing I learned in all those years in sales: you have to understand your customer. Otherwise the best offer and the deepest expertise are worth nothing. Customers want advice — they hate being sold to.
Principle 1 — What for
The customer wants the hole, not the drill.
Principle 2 — Power
Only decision-makers are decisive, because they decide.
Principle 3 — Motive
Only those in pain, or fearing it, seek treatment.