Mike is Back and Blunt: Get Tight with the People Who Own the Outcomes Your Solutions Produce!

Mike is back after a break and as blunt as ever in Episode 112.  Listen in as he shares his concerns that way too many sellers are defaulting (or acquiescing) to the buyer's process or getting trapped playing to procurement people. The consequences are devastating, particularly when you sell premium offerings at a premium price!  As Mike often reminds sales teams, THERE IS NO LAW that the prospect/customer gets to dictate our relationship terms or rules of engagement. Just because a buyer (or procurement weenie) asks you to do something that does not mean it's the right thing to do or the right time to do it. Professional, mature, consultative sellers OWN THEIR PROCESS and do everything in their power to come across as true advisors and value creators, not as yes-men/women, order takers, vendors, or commodity sellers.  As teased in the episode title, Mike shares that one of the big keys to defeating procurement and winning bigger, tougher deals is for the salesperson to get close to, and demonstrate as much value as possible to, the senior stakeholders who care deeply about (and likely own) the outcomes that your solutions produce. RESOURCES MENTIONED IN THIS EPISODE: Episode 19 (originally released December 1, 2021):  Salespeople Who Act Like Obedient Order-Takers and Yes-Men/Women Don't Win More Business.   Listen on Mike's site at https://mikeweinberg.com/podcast/episode19/ or find the episode on your favorite platform. Mike's book Sales Truth   This episode is sponsored by Pursuit Sales Solutions. If you are looking for help adding A-player talent to your team, contact Mike's friends at pursuitsalessolutions.com/weinberg