Скачать или смотреть Solutions are bought not sold - Patrick Boucousis (TALKING SALES 332)

SOLUTIONS ARE BOUGHT, NOT SOLD.

Patrick Boucousis said this in a short video discussion about getting our mindset right to sell effectively.

What do you think? Do you agree?

How do we get our mindset right? According to Patrick we need to convince ourselves that the buyer is buying their solution, not our solution. Key to achieving this is to understand the buyer and their mindset.

Patrick expressed it this way:

"If we think you have a solution that's the way we behave. It naturally puts you in sales mode. We feel we need to justify, defend and show this person".
"Instead we need to convince ourselves that we don't have a solution yet, we don't know how to solve this problem yet. And we won't know until the buyer tells us that is their solution. This mindset immediately changes the way we interact with the buyer and puts us into a curiosity based questioning mode".

I would love to hear your thoughts. How do you get yourself into the right mindset to sell effectively? Please share.