The Winning Edge is Often Subjective

The Winning Edge is Often Subjective

Steve Kraner Steve Kraner

Steve Kraner

Sales Team Trainer and Creator of the Software/SaaS Selling System

发布日期: 2022年10月19日
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Success depends, not just on checking off the technical aspects, but understanding the subjective and emotional criteria.

In many competitive scenarios, all of the vendors can check all of the technical boxes.

The winning edge is a deeper understanding of the subjective and?emotional criteria.

Seek to understand the functional requirements.

But don’t stop where most salespeople stop. Understand the personal, subjective elements of value.

Ask all ten questions in the?Need Diagnostic, to get to levels of understanding deeper than your competition.

Steve Kraner is NOT a natural salesman. He describes himself as an engineer who crossed over to the dark side. A military officer by training, Steve found himself leading a sales team as a start-up. He had to sell to survive.

This sales tip originally appeared on?The Software Sales Guru's website.

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