Once you have a solid sales strategy in place, in order to sell to enterprises, you need to keep in mind the 3 P’s.
Perspective – How you frame the current issues, how you frame the industry environment, and how you are changing the way the buyer sees things.
Positioning – How your product is positioned, the insights you share, and the unique value the product brings.
People – These are the key influencers in the buying process. All the people in both organizations that you must influence to make better decisions.
*Mastering perspective takes industry expertise. Do the prep work, stay involved.
*Mastering positioning takes product expertise. You need to know everything inside and out.
*Mastering people takes empathy and emotional intelligence
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. Learn to love to study people and human behavior. Pay attention to relationships, needs, wants, and goals. Serve others by helping them get what they want.
If you have a legitimate solution and can master perspective, positioning, and people, you will win the sale every time. Two out of 3 might work too, but why risk it?