…. so I bet many of you do. From Dave Kurlan’s Objective Management Group. Link a the end of the blog to his blog where I stumbled over this.
“In the baseball diamond above, capabilities, value propositions, and presentations take place between third base and home plate. Yet, when a salesperson gets an audience with a prospect the salesperson is has just reached first base. It’s inappropriate to run directly from first base to third base without touching second base on the way! But that’s what 84% of all salespeople skip the valuable criteria that sits between first and second base, as well as between second and third base.
A salesperson representing the industry leader or the low-price leader might get the business by being in the right place at the right time, but it’s nearly impossible for everyone else to succeed in these scenarios. It is very difficult to sell without uncovering a prospect’s compelling reasons to buy (spend money) and buy from you instead of your competitors. That is just one of many criteria that must occur between first and second base. It’s nearly impossible to sell without learning how much money the prospect will spend and that is just one of many criteria that must be identified between second base and third base. When a salesperson isn’t aware of those two important slices of information, it isn’t possible to differentiate (think decommoditize) your company from the pack nor can you present both a needs and cost appropriate solution!
Here is the link to Dave’s Blog