I don't need to sell my product; I need to help people buy it. On today's Circuit Breaker Show, Bob and Greg discuss their book Demand-Side Sales. They will talk about why they wrote it, and what they learned from it. They'll also talk about what they believe to be the most difficult challenge for people implementing demand-side sales. Bob will give his perspective on between getting the first yes or no, which is more important in sales. You will learn what progress means in Jobs to Be Done and why it is so important in sales. You will discover why you, as a salesperson, actually need to be a therapist. They'll discuss the problem of feature-benefit selling and how to make it more effective.
You'll discover why it is difficult to apply demand-side sales to companies that have not done Jobs To Be Done. They will share how difficult it was for them to do Jobs To Be Done as well and how contracting with another company changed their sales and marketing processes. They will provide insights into the two demand-side sales courses that are yet to be launched.
Join Bob and Greg for this thought-provoking and timely discussion.
Enjoy!
What You'll Learn in this Show:
Why are there no sales professors?
The mindset shift that most salespeople need
In sales, is it more important to get the first yes or the first no?
The value of understanding Jobs To Be Done when doing demand-side sales
Do most companies know why customers buy their product?
Why you need to hire someone to do Jobs To Be Done
The Circuit Breaker