Prospects believe those who talk and relate to them in a familiar jargon. Yet few in software solution sales speak the customer's language. We stay comfortable selling technical merits because that's what we know best.
- In a start-up we deal with LARGE sales territories and we talk with several clients. At times we don't get to talk to a prospect for a second time for months after the first meeting. That's when brushing up on what was spoken verbatim in the previous meetings helps me a lot.
- When I bring in different solutions engineers to solve complex problems, many of them seldom interpret the customer problems right first time around.