In these hard times where companies cut back on all non-essential costs for a seller there is only 1 thing to do: to ensure that whatever you are selling is absolutely necessary. Do not come up with terms such as faster and better… it is now survival time. Companies do not seek a solution, but a rescue from the collapse, and unless that is what you sell, you better not bother. This requires a new attitude towards selling: provocative based selling. The seller must bluff and hope the buyer falls for it. The intention is for the seller to be seen as the savior-in-distress, the wonder-doctor (note: no quack, trust is essential).
It starts with finding the issues that keep the CEO awake at night and threaten the survival of the company. There is always budget available for solving those kind of issues. This does mean that the issues are still elusive and indefinable to the customer. These are new problems from which in their MBA education they have never heard. (more…)