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Good Salespeople Know What Customers Want; Great Ones Anticipate What Customers Need
Sales is a constant in business across all industries. Without sales, there is no business, really, and without salespeople, the process of selling becomes quite cumbersome. But the fact that sales is so consistent in everything often causes the sector to stagnate quite easily.
And if you ask a salesperson if this stagnation is okay, they may even reply that stagnation is what their customer prefers! What they really mean is that the customer likes their status quo, and the status quo that a company’s product or service brings them. Is this true, or is the customer happy in their status quo because said salesperson has yet to pre-solve problems the customer does not yet realize they have?
I have written in the past about the fact that all sales should be Anticipatory, and this stands true to this day. If you as a salesperson are not implementing an Anticipatory mindset and taking note of what Hard Trend future certainties may bring problems to those customers that can be solved not only by newer products and services your company provides, but exponential use of technologies, products, and services already in existence.
