Comments on: Are you selling the problem first? http://www.paul-woods.com/2008/01/09/are-you-selling-the-problem-first/ Marketing technology and services in a B2B world Thu, 04 Mar 2010 15:51:29 +0000 hourly 1 http://wordpress.org/?v=3.0 By: John Gillett http://www.paul-woods.com/2008/01/09/are-you-selling-the-problem-first/comment-page-1/#comment-10859 John Gillett Tue, 19 Feb 2008 16:40:22 +0000 http://www.paul-woods.com/2008/01/09/are-you-selling-the-problem-first/#comment-10859 As a tech marketeer, I have had many sales reps request content that lists the functuionality of a particular platform in a vertical row of bullets. Others ask for, "the benefits....just tell them how this widget will help them." I agree that the best place to start the sales process is in the prospect's shows -- you have to understand his/her problem in order to "feel their pain"...If sales reps understand the prospects problem, they are half way to the sale....if they can weave the problem into a story with a happy ending, they can't lose. As a tech marketeer, I have had many sales reps request content that lists the functuionality of a particular platform in a vertical row of bullets. Others ask for, “the benefits….just tell them how this widget will help them.”

I agree that the best place to start the sales process is in the prospect’s shows — you have to understand his/her problem in order to “feel their pain”…If sales reps understand the prospects problem, they are half way to the sale….if they can weave the problem into a story with a happy ending, they can’t lose.

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