1.3. The I Owe U sales journey

We think of the I Owe U sales experience as a journey. A journey that is quite different to most sales journeys in that it is longer and follows a quite different route.

The journey begins with the objective of helping the buyer improve the performance of their business. This objective is rooted in a belief that if the salesperson focuses on helping rather than selling, then in the long term, more sales will result.

This different mindset drives different behaviours. For example, for some salespeople, any opportunity to focus the conversation on areas favourable to their product or service is taken. When the buyer talks about the broader business challenges that they are facing, the salesperson is half-listening ...

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