Expert Not Salesperson

Buyers want to know how an offering will help their business meet its particular performance needs and challenges. Products or services are not really what the customer needs.

A seller’s offering is simply a means of solving a problem or exploiting an opportunity.

The seller’s ability to talk impact and results is what matters most. They must become experts in their solutions and how customers use and benefit from them. Sellers need to constantly refresh their industry expertise.

The 6th New Rule of Sales Meetings is ‘Think Expert, Not Salesperson.’