O'Reilly logo

Smarter Selling: Next generation sales strategies to meet your buyer’s needs – every time by David Lambert, Keith Dugdale

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

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 ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required