[Helping Sells Radio] Mike Weinberg says that 57% buying decision stat is baloney
You know that stat…..that 57% of the buying decision is made before a buyer calls you? Well guess what…it’s baloney. That stat is made for sales people who want to sit around waiting for the emails to come in. Professional sales people don’t wait around for the phone to ring. No professional, in any career or job type, waits around for something to happen. Professionals make things happen.
Mike Weinberg, author of #SalesTruth: Debunking the Myths. Apply Powerful Principles. Win More New Sales, reminds us that professional sales people proactively work into accounts before buyers are shopping. Said another way, professional sales people proactively work into accounts when 0% of the buying decision has been made.
That doesn’t mean the sale is made that early on in the process. Far from it. Professional sales people play the long game. They work into strategic accounts early. They seek to truly understand a customer’s needs, does effective discovery work, is motivated to solve a customer problem, tells a compelling story, and is committed to delivering valuable outcomes.
Doing all of this takes time. But it also represents an authentic means of helping customers achieve outcomes.
That is what helping sells is all about.
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