by Hank Trisler
Your buyers may well be too busy for you. They had thought their lives would be a little easier by now, but no such luck. They were rather pleased when they survived the round of layoffs last year, but now they find themselves doing not only all the work they had, but all the work foisted off on them by demise of their departed compatriots. They're just flat buried.
And they can't even depend on technology to save them. They thought new computers would cut the work load. FAT CHANCE. The learning curve is so steep on all these new toys that they spend most of their time just trying to learn how to do what used to be easy with the old stuff.
And then there's social networking. The boss wants them to tune into Twitter, Facebook, LinkedIn and God only knows what else. The idea is to learn from others in a social setting and thereby extend their reach. These folks are stretched so thin they're about to burst and it doesn't look like it's going to get better soon.
Now along come you, bright-eyed and bushy-tailed salesperson seeking a "relationship." Here's the bad news. Your buyers don't want more relationships, they want more time and less hassle. If you can add value and do it in such a way that the decisions are quick and easy for your customer, you have a chance, but we all know that's easier said than done.
Hope is riding over the hill. Jill Konrath, author of Amazon Best Seller Selling to Big Companies, has written another goodie. Snap Selling sets forth four specific rules for successfully dealing with the frazzled buyers we encounter today:
- .Keep it simple
- Be INvaluable
- Be aligned with the customer
- Raise prioities
Well, fair enough, but just how do we go about achieving those objectives? That's what the book is about, pilgrim. Jill writes in a clear, straightforward, no-nonsense style that conveys the information in a readable, understandable and enjoyable manner. If you've experienced any problems getting your fair share of your customer's mind, get Snap Selling just as fast as you can. When you click on this link, you'll get a whole lot of free stuff, too, but the real deal is the competitive edge you'll get from the book. Don't miss it.
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