We all know we must share insights, so everyone is busy building market insights, technology insights, customer insights, product insights.

When a business is in financial distress, it’s commonly assumed that reducing operational expenditure (OpEx) is the easiest way to rectify the problem.

The Don Draper days of sales and marketing are truly over. Gone, the casual smoking and drinking in the office, and the wide-eyed wonder of the modern consumer. In their place are increasingly savvy consumers, high buyer expectations, heavy workloads, ambitious targets, and a sales force constantly under pressure to do more.

Henry Ford said: “The only real mistake is the one from which we learn nothing.”

Salespeople, going through the transformation of becoming a Trusted Advisor, are learning new skills, a new mindset & a new perspective about the buyer and seller relationship

Thinking like a buyer has opened the eyes of many successful salespersons. Instead of following the sales process steps “uncovering the buyer’s need”, they realize it is much more about the Buyer recognizing that a need exists and the services offered by the current supplier cannot satisfy that need.

When meeting prospects – or stakeholders you have never met before – of course, the first thing you do is introduce yourself. There is a bit of chit-chat time, followed by sharing the objectives of the meeting.

Hundreds of loyal ‘the salesadvice.com’ followers have done the selling with the Buyer’s Perspective test.

Conduct the below self-test to see what areas you need to improve on. Answer the statements on how you currently sell in reality, not on how you wish to sell. The more candid you are, the more you will get out of this exercise.

the real question is, what’s on the hook? Because every fish that swims off before you have a conversation with it is a tragedy worse than the failure to land one that does end up on your line.