chapter 6
The new process of procurement
Brilliant Salespeople have to put themselves in the shoes of their buyers. They have to be curious about a buyer’s challenges, needs, frustrations and about the buying process so that they can plan to navigate the sale effectively.
Some useful questions to ask yourself (and your prospective buyers) are:
- •What qualities do buyers value in a salesperson?
- •Have their expectations of salespeople changed? If so, how?
- •What value do salespeople provide to buying organisations?
In preparing for this third edition of Brilliant Selling we surveyed both buyers and salespeople in a variety of markets about the ...
Get Brilliant Selling, 3rd Edition now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
