How you sell, will clearly define the results of sales - pricing, revenue, profitability, Sales Experience, velocity of sales, reliability in your forecasts etc...
Customer is entirely guided by your focus in business development - which shows up in whether you are vending or selling...
Is all of your sales engine, marketing efforts, customer engagement, business development activities, branding etc..., built around requirements for vending only?
Critically examine - product positioning in the market lifecycle, how does the target segment get engaged and what does your customer acquisition need to...
Many SME / SMB sales are driven by a marketing that is tuned primarily for vending expectation.. Predictably, most of them continue to have difficulty in all aspects & outcome of Sales...
It is easy to mistake Sales from Vending to be the same as that of Selling. For those that are unable to differentiate between the two - consider it as Smart Selling!
Facilitate Buyer to appreciate the Value they desire in each Purchase. Blend the Proposition into Salescycle and create Customer to experience Difference in Buying.
#Difference #Buying #Selling #Procurement #Seller #Purchasing #SalesOps #Brand #Owner #Value #Promoter #CEO #Director #President #MD #Salesperson #Buyer #Sales #Vendor #Vending #CX