This clip of Mark Allen Roberts exemplifies why his LinkedIn banner says: “We Fix Sales Problems.”

20 Jan 2024 · 1 min

Watch on YouTube

0:47

Short YouTube clip (single-speaker) where Mark Allen Roberts argues salespeople should act as trusted industry advisors. He notes win-loss analysis often blames price, but the primary reason buyers don't buy is the salesperson failed to understand the buyer's problem, undermining trust. He recommends training on buyer traits, aspirations, challenges, and questioning techniques to validate those challenges.

Chapters

You're doing is you're becoming that trusted industry advisor, that consultant masquerading as a salesperson. That's really what buyers are telling us today. You know, if you ask a salesperson, why'd you lose an order? Because we also do win loss analysis. Always price. Price is usually on the list, right? Yeah, it's usually three on the list. The number one reason why buyers don't buy is I don't really think the salesperson understood the problem I'm trying to solve. So I really didn't trust their solution. Wow. What if we took a little bit of time and trained that salesperson on common traits, common aspirations, common challenges, how to ask questions to confirm and validate those challenges? And that's what we do today.