I wrote a little thing over at Medium about what I’ve learned about how sales works from watching the great sellers on our team at Percolate. Here’s a snippet about how great sales people don’t run over barriers, they get to know them and figure out how to work with them:
What I mean is the best sellers don’t bowl clients over, they work with them, understand them, and ultimately make their way around every potential roadblock together, no matter how vague it might at first appear. This isn’t just about asking easy questions and listening for answers, it’s about being able to get beneath the surface and actually identify a core challenge or opportunity. In this way the same thing that makes a great seller actually makes a great product person..