When certain people hear the word salesperson, or seller, or account representative, they get kind of a yucky feeling or feel their stomach turn. Perhaps it’s because I spent most of my adult life observing, training, and coaching sellers, I have a general warmth or kindness for those in that profession.
I have news for you, too.
You are most likely in that profession, or are in charge of people who are in it, or maybe represent a company that ultimately needs to sell. It’s simply a part of commerce. A big part.
A Little Help4You
If you’re going to be a part of the process or help others who are, you will need to know these three things at a minimum.
For a patient, prospect, potential customer, or user to actually engage with your business, you are simply going to have to have all three elements present. It’s that simple.
Just like you review who, what, when, where, and why/how when producing an announcement or invitation, a smart businessperson will look for these three elements. If you can’t find a pain, the prospective client doesn’t have an ability to buy what they need to fix it, or if you’re unable to connect with the decision maker, you have a flimsy prospect. No matter how good they may appear in one or two of the areas – without all three you (or your people, or your organization) are simply chasing your tail.