Bob Moesta Demand Side Sales
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Demand Side Sales Part II with Bob Moesta #348

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Demand Side Sales Part II with Bob Moesta #348

Bob Moesta Demand Side SalesIn this  follow up episode  Bob Moesta, founder, president & CEO of the Re-Wired Group returns to discuss a new Theory of Sales .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this second conversation  Bob and I discuss the power of asking open ended questions, listening and not making it too easy or too hard to buy. 

Don’t Need a List of Questions

it’s not what you say but how you say it. Listen to the way buyers answer. Consider the following:

    • Know what progress looks like.
    • Don’t talk about your product, talk about them
    • To become a better buyer, become a better seller
    • Don’t make it too easy to buy. Free trials have no value.
    • Don’t make the sale too hard. Don’t provide too many choices.

Consider exclusionary theory. Buyers can  tell reasons they don’t want to buy versus what they want. That’s OK, give the buyer time to think and speak. Eventually it will all be clear.

Why No Degrees in Sales

Sales is like the blood of the body. There is no business without sales. Yet sellers are looked at as a skilled laborers. The best salespeople are the smartest in the business. Why?  Sellers understand product, industry, customer, business, profit, competition. Sales professionals “get” it all.

Founders and C-Suite execs often treat sales folks like they’re order takers. In higher ed,  sales is seen as subservient to marketing. According to Bob,  brand equity is everything at the university.  Thus sales is seen as  a trade with : tools techniques and process.  This point of view makes zero sense.

Since there isn’t a theory of sales, hence the impetus for Bob’s book. This is Bob’s opportunity to move sales to the forefront of business.

How To Find Bob Moesta

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Past Episodes on Sales Mindset

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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