The Sales Agility Code: Deploy Situational Fluency to Win More Sales

CHAPTER 10

Assessing: Gathering Intelligence on the Buying Situation

Have you ever made a New Year’s resolution to get in shape or start living by a budget? Something you basically know how to do and want to do better? How often does the resolution stick? If you are like most people, until about mid-January. Your intentions are good, but you get distracted, or you turn your focus to other more satisfying priorities. Assessing the buying situation, which is the core of sales agility, often suffers from a similar fate. The seller has the intention to dig fully into the customer situation, but then gets distracted by something the buyer says that is clearly aligned to a specific solution and chooses to start sharing that solution’s capabilities. ...