Framing for Perspective

One of the most important lessons in sales is learning how to frame the decision by looking at it from the buyer's perspective. This task requires one to respond and not just react, prepare, and consider the gaps in your knowledge. People do things for THEIR reasons and not yours. Taking time to consider their reasons and framing your offering with this perspective is great selling. Often when people are not able to close it is precisely because they have not aligned their message to the buyer. Buyer's generally have choice and helping them to understand why your offering is the "best" choice is at the heart of selling. What is "best" is always subjective since we don't have unlimited time and prefect information when making buying decisions. So next time you are in a sales pursuit, ask yourself - how do they view my offering and how can I align my messaging to their perspective. Give them a clear path to why your offering is "best" by framing it in their perspective. This will improve your win rate and sales effectiveness.