BizSugar.com › Sales › Sales excellence – put the horse before the cart

Most customer do not have a complete and comprehensive understanding of the implications of the problem or the consequences of inaction. The salesperson must have the relationship and skills to help the customer develop that insight – this requires being perceived as a trusted advisor not just a product facilitator.

The simple proposition of selling the problem before selling the solution is the cornerstone for success in major account selling. Three steps can get one going in the right direction.