Everything we do as sales professionals is about context. There has to be a right place and a right time for everything. Do you agree with this?
I don’t think it helps when we present concepts and ideas to people when they’re not ready. Sure, we can communicate with them, but ideal the interaction should be in a way that’s meaningful and adds value to their life.
Pitching is one thing and adding value is another. Shifting a buyer’s priorities is brutally difficult. When is the last time someone just agreed with everything you said? These blue bird deals happen only so often. Beyond that, it’s our job to help shape and shift the buyer’s mindset.
So, why not be contextual and relevant in the way we do it?
