Salesmen should think as Businessmen
Sales reps
Sales reps are into sales, sales arguments with features and functions of products or services. Their main focus is selling the stuff which gets them a commission.
Salesmen
Salesmen are into explaining about benefits as selling to C-level people requires putting the solution into a business context. A successful salesman will try to understand and interpret the business requirements, issues and problems to be solved.
Their main focus is not the product or service that they eventually want to sell, but the business requirement, issues and problems that needs to get solved. Their goal is to find and present a feasible solution for the potential (or probable) customer.
Business perspective
Thus you need to look at the purchase decision from the business perspective of the potential client. It’s about the client and the feasible solution, not about the product or the service that needs to be sold.
Of course eventually the product or service will get sold – sales deal closed.
Are you a sales rep, a salesman or a businessman ?
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