Problem Centric Selling: Why No One Gives a Shit About You or Your Company
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- čas přidán 5. 09. 2018
- Have you seen the emails, voice messages and LinkedIn messages we're leaving these days? Seriously, ask any buyer what he or she thinks about the messages coming out of sales and marketing and they'll tell you. It's crap!
Why?
Because sales and marketing teams are unknowingly obsessed with selling from their perspective. Creating messages filled with we, our, us, and I. They are overly product and company-centric. Buyers don't care! Buyers are selfishly motivated and understanding how to capitalize on that motivation is how you capture the attention of today's buyer inundated with constant sales pitches from all angles.
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People literally have no idea this is exactly “How to get rich” . I get you Keenan, thank you brother.
This is a cherry on cake to oren klaff’s learning’s. By Being, a problem centric Seller, you flip the script and you never lower your stakes
Finally a sales presenter that I like and can listen too...Great presentation
So good. So true. Miles ahead of other sales trainers.
I have been a big fan of Keenan. I am a black and white learner and i appreciate how he gets after it when it comes to Gap Selling and making the customer/prospect defend their decisions.
Excellent talk and approach to selling! Big ups Keenan 👏
Very similar to Integrity Selling by Ron Willingham. I hope more Sales Trainers teaching this philosophy becomes the norm
Why don't I know you before? I got burned out going the wrong way...Keenan Thank You 🙏 and Thank you Inbound ❤
Many thanks Keenan for a great talk. Loved it and very much appreciated. All the best Barry.
So much great stuff in this video, love the baseball analogy as well. Makes it easy to understand and to teach.
Ngl, I HATE fuckers that cuss at me. But I tolerated it and you do pose a paradigm shifting sales technique that I do believe will work. I'm excited to try it out.
Thanks Keenan for this talk 🙌
Great video!
Great content! In large entrrprise/global accounts. Often the client does not know what the problem is (too many stakeholders). How do you approach?
Products and marketing need to work on that. Problems impact many stakeholders, you need to find which ones. It depends from product to product.
🔥🔥
Keenan your fucking brilliant!
Yeah awesome talk, IF you are the only seller. What about your competitors? Not enough imo.
Wow, one of the best videos I've seen on sales !! The explanation is simple and funny!
2 companies that provide same value to the client, client will buy from the salesperson they like not the salesperson they don't. Simple.
How 2 companies will provide the same value? That won't happen ever, every prospect is different and every company its different. There's are a lot of variables to be the same.
@@omegalpha777 Company 1: Delivers milk to doorstep. Company 2: Delivers milk to doorstep. Both the exact same in cost for product and delivery. Is that not providing the same value?
@Mason Maini No. that’s delivering the same product. Value is something totally different.
Company 1 may take care to place the milk in an area where it is less likely to be stolen, in the shade where it will stay cool.. go the extra mile.. company B may act recklessly and deliver broken bottles. Therefore, company A delivers more value although the product they deliver Is the same.
@@Missy-Leigh Well, no. What if both milk deliveries are delivered in the exact same place? I bet you the client will continue to purchase from the one that stops to say hi and build a rapport with the client as opposed to the person that decides to deliver and drive away.
Sales are WAYYYYY spectrum then black and white.
Every buyer actually buys in a different way ( to an extent) some people love friendship purchase. Some accounts cut you out for a penny less.
It's not black and white.