Helping prospects buy?

I might be going through a change. Yesterday, I “stood in” for a client at his local BNI meeting. For those of you that don’t know the format, it’s 90 minutes of structured networking. Early in the meeting, the 30+ people in attendance give a 60 second “commercial” about themselves. I don’t know where it came from, but this was mine.


“How many people in the room have a product or service that they deliver to your customers or clients?”


Everybody raised their hands.


“How many people in the room have to sell a product or service to your customers or clients?”


Some people raised their hands.


“How many people in the room need your customers or clients to buy your product or service?”


Everybody raised their hands.


“Nobody likes to be sold. But everybody will buy if the solution will fix their problem and fit their wallet. Our job is to help them realize whether or not that’s true.”


“That’s what I do. I teach salespeople and providers that need to “sell what they provide” how to help their prospects buy.”


Everybody got it!


Like I said, I don’t know where it came from, but I realized that my clients don’t feel “sold” when we do business. They might feel relieved. They might feel hopeful. They might feel like they found and bought the right solution. Did I help? Probably.


Now I need to figure out what to call myself. I used to be a sales development expert. Am I now a “buyer facilitation expert”?

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