You’ve worked in the IT industry for X number of years and during that time, you probably think that you’ve seen it all.
You’re confident in the knowledge of your products and how to make even the most stubborn of prospects see their value as well.
Let me guess, your sales process tends to go like this:
You engage a customer and immediately bombard them with your solution before you’ve even heard their problem. Then, when the customer doesn’t show an interest, you back track and try to fight off all of the alternatives.
If this is how you sell, then congratulations! You’ve just engaged in SPA based selling, spilling forth your solution before addressing your prospect’s problem or their alternatives.
But let me tell you something about SPA based selling: it never works!
In my 20 plus years of working in sales and the IT industry, I can’t tell you how many sales people I’ve encountered that continue to try to make this method work.
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