Confessions e-book: Chapter 1

We continue to bring you snippets and quotes from Doug's e-book Confessions Of An Ex-Enterprise Salesperson:  What I Really Meant When I Said: ____________. 

This week we take a peek inside Chapter 1 titled, "My solution is the one that best meets your needs.

Quotes & Questions from Chapter 1:

 Enterprise software is SOLD not bought.  The key is having enough of what matters to you in my product to build a case for saying yes. 

Few organizations actually have consultative sales people that conduct a real sales qualification process.  Thus, most are happy to talk to any company that expresses even slight interest in their product (because that could mean a payday). 

Key Question To Ask the Enterprise Salesperson
The last time you lost a deal to your competition, what were the main reasons given? If the response is snotty or the rep attempts to discredit the prospect that ultimately said no, be wary.   She will probably speak of you in these terms if you don’t choose her solution.  If you’re presented with truthful accounts, kind words, and reverence for the “one that got away”, put a check box in the credibility column.   An ES cannot be perfect and certainly can’t be perfect for everyone.

Previously released chapters:  Introduction

Please feel free to fill in your name and email below to receive your own FULL COPY of the e-book, Confessions Of An Ex-Enterprise Salesperson:  What I Really Meant When I Said: ______________.

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