Do you know that Americans, on the average, eat 18 acres of pizza every single day? That’s almost the size of 10 soccer fields side-by-side.
The other interesting fact about these 10 soccer fields is that they could easily be filled up with people who sell various IT solutions but suffer from two major sales diseases.
One disease causes salespeople to piss off their prospects with their bully-like persistence, and in many cases prospects just pack up and go to the competition.
The other disease leaves prospects on the lurch as to what to do next.
And the problem is that buyer and seller can never really discover whether or not they have a mutually beneficial basis for doing business.
No, I’m not saying every interaction must end in a sales or the salesperson has failed.
What I’m saying is that when a buyer and a seller come together to discover possibilities, the seller has to take the role of the diagnostician to x-ray the buyer’s company to establish if she has a business case to work on with that specific buyer. This interaction excludes hard-sale tactics but must include a next step.
So how to make sure that sellers gently but firmly lead the interaction and that every interaction ends in a clear and specific next step?
This is what we discuss this month’s revoltingly euphoric episode of Tomicide Solutions, entitled, “Two Business Development Diseases And What To Do About Them”.