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One of the biggest pitfalls in sales is that we tend to focus primarily on the company.

Yet a CEO, a finance manager and someone on the shop floor often view the same solution in very different ways.

A CEO thinks about growth. A finance manager thinks about figures and returns. Someone on the shop floor mainly wants a solution that makes their job easier.

If you tell all these people the same story, you often miss the point.

A good salesperson doesn’t tailor their pitch to the company, but to the person sitting opposite them.

Only when you understand what matters to that person and ask the right questions about it does trust develop. And it is precisely that trust that makes the difference in the long run.

Listen to the full episode here: https://open.spotify.com/episode/6EaO61wcbDSO7xClMjfovO?si=OxZWuiT1Qrq6RtZXcuILhQ