Good old-fashioned selling is out of fashion. More than that.
Selling is almost as off trend as a pair of 1990's Nikes
Ask yourself - or anyone - this simple question. Do you like being sold to? Bet your bottom dollar that the answer is "no".
And so Inside Sales, Technical Sales and Sales Executives in a tech company should rewrite the Sales Playbook to make sure that in every situation you ask yourself 3 very simple questions which are the 3 Ps: Pain, Purpose & People.
1. What is on your customer's mind? PAINS
2. What do you want to do ( in the Sales Cycle)? PURPOSE
3. What do you want them to think and feel about you ? PEOPLE
That way every thought, plan and conversation will be focused around the customer and then the selling has a good chance of taking care of itself.