1. Change Selling Behavior — Really?

      Another terrific Boston SMEI breakfast discussion this morning. Lisa Dennis lead a discussion about changing selling behaviors using ideas from Dan Pink’s latest book, To Sell Is Human. Here are my takeaway observations and related thoughts. Core conclusion: rather than try to change behaviors, select, enable and incent desired behaviors. The topic of selling and sales behaviors is so broad, it has to be focused for a coherent discussion. Yet so much of what I read and hear never starts that way. Any sales conversation must begin with the nature of the selling process, especially from the buyers perspective — how they see their problems, available solutions, and buying challenges. My colleague Rob Scanlon developed a simple “Three Level Selling Model” that I’ve found useful. This is based upon the customer’s understanding of their problem, vendor products and solutions available to solve their problem, and their ability to make...

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