The Center for Sales Strategy Blog

Okay, it was worth a chuckle. Indeed, it was worth the effort to pull my cell phone out and take a picture of the sign, indicating a wading pool depth of one and a half feet.  And then it added, “No Diving.”

Frankly, it’s the same in sales as it is in any other creative, human endeavor. The biggest mistake you can make is no mistake at all. Don’t assume those people who make no mistakes in their b2b sales careers are the ones who are most polished and professional. They could be the ones who don’t push their boundaries of capability.

Success in business usually isn’t because of the big things that are done once in awhile.  It’s usually the little things that are done over time that end up making the big differences. 

Before the real needs analysis work, do some pre-meeting research... Presearch. Yes, it still happens. 

There are still account managers who open a Client Needs Analysis with, “So, how many years have you been in business?”  Or, “How many locations do you have?”  Or, “Do you have a website?”

These kinds of CNA questions don’t ask; they tell.  They tell the client, “This person has not done one stitch of research before asking me to give up this hour.”  Or, “This salesperson is lazy.”  Or, “This individual does not value my business very much if they couldn’t do a little homework in advance.”

One of the great benefits from a strong content marketing plan is that past blog articles can continue to be useful and help your target audience.

In the sixth century B.C. there was a king going out on what might be similar to the needs analysis a salesperson goes out on today. King Croesus was seeking advice from the oracle, asking what the outcome might be if he invaded Persia. The answer was that if he did, a great empire would fall.

Will the moment of truth be looming in the next meeting with your prospect—the meeting at which you look her in the eye, fingers crossed, and go for the close? 

Or, will this be the meeting where all you have to do is confirm the details to implement your solution—because your prospect already has a pretty good idea of what you’re bringing to the table?