It’s easy to buy, yet it’s hard to sell.
We are Pre-Sales.
We are discerning, considerate, persuasive, and contemplative. We are thought-leaders, roadwarriors, salespeople, demo-builders, presenters, geeks, and entertainers rolled into one.
We know our customers’ pains and our solutions. We know industry processes, best practices, and the power of a single, well-placed click. We know how to position, win, lose, recover, and fight another day. We know our competition, ourselves, and everyone in every organization.
We are not shy, afraid, uncertain, unwilling, or incapable. We are not fools, yet we suffer them with grace.
We create consensus, alignment, vision, analogies, value, and action.
We deliver RFPs, demos, proofs of concept, and successful meetings. We deliver the impossible and the art of the possible. We deliver the goods. Hell, we even deliver the coffee.
We can take a punch and we can punch back. We say no when we should and yes when we must.
We simply can.
We are Pre-Sales. We are rock stars.
This is the focus and fundamental purpose of sales engagements. Your company is solid, your customers are thrilled, you have unique capabilities, you’ve articulated your value and messaging. This is your case to your prospect.
But let’s look at it from their perspective: why would they buy from you?
Because they see in you a path to something better. They trust in you, your company, and your products to help them achieve their goals, to realize their vision. They see that you understand their problems and have the insight to help them solve their problems. You are an expert, available to consult with them.
As you review your discovery notes and look at your solutions, as you prepare your demonstration systems and fine-tune your positioning and value, be sure to pause and ask yourself the all-important question:
Why would they buy from you?