How and Why Large Companies Make Product Selections: You Know

How and Why Large Companies Make Product Selections: You Know How to Sell, Now Learn How Companies Buy

Have you ever wondered what it takes to sell to large companies? If you thought is was all about having a compelling value proposition or thought provoking questions you would be wrong. To close large deals with the biggest of customers requires the understanding of how they make product selections.

Based on an exhaustive study of thousands of eight, seven and six figure deals across several industries and geographies, what we have discovered is that the majority of vendors and salespeople are Selling Backwards. Selling Backwards means that the focus is on the outside looking in. Instead of obsessing on messaging, positioning, presentations and demonstrations, what is really effective is matching what customers want and guiding them through their own mysterious decision making process. What we have found is that the salespeople that still embrace the old-school dogma of relying on relationships and aggressively pushing their prospects are as obsolete as palm pilots.

We have for decades been selling backwards, not knowing what really works and struggling to help customers who also do not completely understand how to execute change within their own organization. What we have documented in this book is the unravelling of the mystery of how large companies determine which product is best for them. The answers are both surprising and counter intuitive. It will be the salespeople who understand these issues who will win and thrive in the years ahead, leaving their competitors wondering why no one is returning their calls.

What you will learn from this book:

The 6 Myths of how large companies make product selections.
The 2 causes of change that will result in buying decisions.
What exactly the large company has to do to make a purchase.
What salespeople are doing wrong and how to correct it.
How to win committee based decisions.
How to tell when you are winning and when you are losing.
Why deals die, get stuck and have no decision.

Country	USA
Author	Brian Burns
Binding	Kindle Edition
Format	Kindle eBook
IsAdultProduct
Label	TMO University Publishing. LLC
Manufacturer	TMO University Publishing. LLC
NumberOfPages	28
PublicationDate	2012-01-11
Publisher	TMO University Publishing. LLC
ReleaseDate	2012-01-11
Studio	TMO University Publishing. LLC

How and Why Large Companies Make Product Selections: You Know How to Sell, Now Learn How Companies Buy

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