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June 18, 2006

Comments

Steven Cardinale

I completely agree with your point of view. The buyers don't know they have a problem and have a difficult time (it not an impossible time) self-diagnosing.

The problem is that sales people continue to sell even though the people they interact with don't know they have a problem that they need to solve ... so they aren't buying. Talk about an inefficient industry.

And you're right. We don't train our sales staff to operate in a problem solving mode. They are trained to present and interrupt (Seth's term) rather than diagnose and leave.

The question I'm struggling with is: What is the solution? It seems that we should create a diagnosis process, train our sales staff in a very formal way to use the process and then believe in the process.

I've seen this work at large companies (especially in the services sector, such as financial services).

The question of believe then becomes:

"Do you trust the process

or

Do you trust the person"

Salesperson vs. process ... who wins?

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