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Norm Bilsbury, Ph.D. | Champaign, IL

Sales Process

It is important to recognize that Business Development Consultants and Sales People alike are often starved for quality feedback. Contrary to the "I've got it together" stature with which they typically comport themselves around the company or in front of a customer, the truth is, on the inside they are always asking the question: "How am I doing".

When a salesperson prematurely leads with the value proposition they: 1) risk being perceived as reckless with their social equity and business stature, 2) errantly assume that the company’s value proposition and the prospects interest automatically align when they may not, and 3) accidentally convey an unintended condescension toward the customer’s current product or service.

It should be noted that sometimes the road to success has a ditch on both sides. How true in the world of professional selling. If you can avoid these pitfalls as you develop sales dialogues you can make it further down that road and live to fight another day!