Buyers smell it from a mile away.

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That moment when a sales rep says, “I’m not here to push anything,”
…and then proceeds to ask questions only to uncover pain points.
Looking for the perfect hook to pitch their solution.

By then?
❌ The buyer has already checked out.
❌ They know the game.
❌ They’ve seen the pattern.

And the root cause isn’t frontline sales.
It’s senior management and marketing saying:
“Sell this. Push that.”
So reps reverse-engineer their discovery calls to steer toward the solution.

👉 But buyers don’t engage when it’s about your agenda.
👉 They open up when it’s about theirs.

What if you flipped the script?
Start with their world, not your product:

• ❓What’s driving their business strategy?
• ❓What goals are they chasing?
• ❓What risks and pressures are showing up in their results?
• ❓What changes are hitting their industry?

To get there, you need to do your homework. Show up informed.
And then? You can have a real conversation—one that sets you apart from 90% of reps out there.

🚀 Tools like Google and ChatGPT give you bits and pieces.
But if you want sharper, faster insights that fuel real buyer engagement. McKinsey wrote an insightful article how AI should help.
📩 DM me. I’ll show you how an AI Insights Platform 💡 is helping your sales reps lead smarter conversations—without the guesswork.

What’s your take?
Are we still selling solutions too soon? Happy to read your comments.

#SalesLeadership #B2BSales #TrustedAdvisor #SalesEnablement #AIinSales #BuyersPerspective

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