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"Demand-side sales is about pulling people toward progress. Flipping this lens flips the role of salesperson from icky used car salesperson to a helper. When you get away from pushing your product, you start to make people feel like you’re helping them; you’re their concierge. You’re no longer the used car salesperson. A great salesperson listens first and then helps.
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The very foundation of demand-side sales is being helpful, empowering, curious, and creative; you must understand why people do what they do.
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Principle #1: People buy for their own reasons. It’s more about progress than about your product or service. Your job as a salesperson is to help people make progress on their terms; it’s about more than selling and making the “almighty dollar.” Approaching sales from this mindset will set you apart as a great salesperson.
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Principle#3 The struggle creates demand. The struggling moment is the seed for all sales. Where do people struggle? Helping people make progress is embedded in finding these struggling moments. So, find the struggling moment!
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Myth #1: Supply creates demand; build it and they will buy it. No, the product does not create demand. [Moi ici: Quantas vezes ouvem os políticos dizerem-nos o contrário?] However well-meaning your aspirations, they are not enough to sell your product and cause people to make the necessary tradeoffs. People want to be their definition of best, not yours. It’s about fitting your product into their life by understanding the progress they are trying to make.
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Myth #3: Sales is about convincing people, and you can convince anyone to do anything. Salespeople don’t convince people to buy, people convince themselves. They buy for their own reasons. The customer defines the value. You need understand them first, and then your product and how it fits into their lives."
Trechos retirados de “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress” de Bob Moesta.
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