Goals in Business to Business Sales

When attempting to diagnose prospects’ needs, many salespeople make the mistake of asking questions to uncover only problems; that is, they look exclusively at what has already happened. Salespeople who look only for problems are like drivers who look only in the rearview mirror. They are not focused on where their customers want to go. They should look for needs that originate from both problems and opportunities.

One of your goals in business to business sales is to help your prospects recognize the full scope of their problems so they can make the proper cost/benefit choice.

Kevin Davis

Kevin F. Davis is the author of The Sales Manager’s Guide to Greatness”, which was named the 2018 Axiom Business Book Award Winner, Silver Medal. Kevin is also the author of Slow Down, Sell Faster!”.