Rob Snyder explains why sales works better when you stop trying to convince people and start helping them solve a problem they already want to solve. The shift from seller-push to buyer-pull changes how you schedule calls, run conversations, and structure the entire process.
Yeah, the base thinking on buyer pull versus seller push is that there is a force that causes a deal to get done. There is a, there is a just a core foundational force and it can either in like most of our minds when we think of sales, we think, okay, sales is me convincing you to buy something, but that's actually not what causes deals to happen. And when you think in that way, you do a bunch of dumb things. From how you try to schedule sales calls to what you do in sales calls to how you structure a sales process that don't work very well and make you hate yourself. And so when you instead realize that actually the thing that causes a deal to happen is the buyer is trying to do something, they're trying to accomplish something on their to-do list. My job is just to help them accomplish that thing. Then you design your sales process differently and it doesn't feel so bad.
I love it. I'm going to someday I will stop touting the praises of that approach, but it just, it makes so much more sense to me as, as a sales methodology or approach to reaching and serving customers.
