One Size Does Not Fit All

Posted by dabrock under Sales
From http://partnersinexcellenceblog.com 4503 days ago

Helping the customer identify new opportunities to grow their businesses, working with customers who've identified a problem but need to better define it and research alternative solutions, working with a customer who has well researched the issue and has issued a RFP, or working with a professional buyer responsible for certain commodity purchases--each requires different ways of engaging the customer and helping them buy.

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Comments

Written by HeatherStone
4503 days ago

Dave,

I know there's a temptation to streamline the sales process naturally translating to a kind of one size fits all approach, but, especially in B2B sales relationships, this is probably a really bad idea. Every customer's needs are different. If you don't address those individual needs, someone else will, guaranteed!

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