Don't think how to sell, think how to solve

The purpose of the salesperson is not to sell, but to get customers to buy. It is 100% true for IT sphere as software is not the water in the desert – people will not buy it just because you offered. When you think how to sell, in fact you think how to win, while customers are not enemies to put them in the position where they feel themselves defeated.

Salesperson should focus on establishing a strong relationship with the customer. Thus, instead of selling propositions, salesperson should try to find the best solution for customer's requirements. Sales tricks don’t work anymore, so if you want the customer to buy just find out his needs and show him how your software meets them.

Yes, it is not as easy as giving a discount to make the deal. Yes, it is no so fast as sending thousands of spam emails with a Christmas offer. Thinking how to solve customer problems by using your software requires knowledge of both the product and the customer’s needs, but it is the only way to build real long-term relationship that leads to customer satisfaction and loyalty.
Google