Sales reps that do not put ample time into researching and planning can only hope for the
best. Reps that are dedicated to creating specific and specialized solutions that are based on
the buyer’s current priorities have a legitimate chance of doing business. These sales reps
can effectively relate a valid business reason to the buyer’s current situation.
Becoming a Priority
Sales Leadership in Action Group
When sales reps establish themselves as a top priority, buyers will be more inclined
to meet with them and be further engaged. The sales rep’s solutions will
automatically be more buyer-centric, based on the buyer’s priorities, receive more
attention, and meet the mark.
Bottom Line & Business Impact:
© 2010 SLiA Group Inc., sliagroup.com
Lay of the LandCreating Buyer Interest
The ability to stimulate a buyer’s interest is one of the most important skills for sales reps.
Unfortunately, it is often an underdeveloped and misunderstood skill. Prior to contacting
buyers, sales reps must take the time to understand their current status. If sales reps want
to become a priority, they must stimulate the buyer’s interest by offering a valid reason to
do business. The reason has to engage the buyer through a buyer centric approach, which
needs to differentiate reps from their self centric competitors. . There is a need to develop
improved prospecting skills. Sales reps must approach each sales opportunity with a valid
reason to contact the buyer. This is not only for the initial call, but for every subsequent
form of contact they have moving forward.
The sheer volume of sales reps that buyers come into contact with on a regular basis
makes it difficult for reps to get a legitimate opportunity to sell themselves. Therefore,
sales reps have to be prepared and focus on:
• Avoiding a Self Centric Approach
• Using a Valid Business Reason to Initiate Contact
• Becoming a Priority for Buyers
Avoiding a Self Centric Approach
When initiating contact with buyers, the