Sales people have been taught to utilize new selling techniques and tactics. Tactics to help them have a better sales meeting and to improve their sales pitch. You can be the best at holding a meeting and giving a sales pitch – but if you are not taking into account who your audience is, you will not have much sales success.

In today’s world – our competition as sales reps is not the other companies offerings – their products or service, our competition is the sales reps that are interacting with the same people we are.

What was that sales rep able to, or not able to do when interacting with the prospect? What points did they get across, how much were they able to learn about the day to day problems of the prospect?

It is our job as sales people to not only get in front of the decision maker – but then it is our job to figure out what is going on their world. If we are giving cookie cutter sales presentations and sales pitches then we are going to have a pretty rough time. (more…)