Sales Laundry

As a sales person you need to read “What does better mean?” It is a very short article by Seth Godin that will take you one minute at the most to learn a lesson it took me a long time to figure out.

 His message is aimed at marketing types, but the message hit me right between the eyes in its simplicity.

 Which is better Microsoft Office or Open Office?  Google or Live?  Firefox or Chrome?  Coke or Pepsi?  McDonalds or Burger King?  Best Buy or Circuit City?  Ok, winner declared on that last one.

 While you may be selling version 2.0 or version 10, just because Marketing, the CEO, you, your Sales Manager, your mother and the mailman all say it is better absolutely does not mean that it actually IS better to the one person that matters.  That would be the one making the purchase.

 So the next time you find yourself thinking  “How could they not see that our solution was OBVIOUSLY better?” you should have a better answer as to what went wrong than the one you have today.

 You thought you were selling something that was obviously better, you just did not make sure it was obviously better to the buyer.

In the battle of which is better, the buyers “better” always wins.