When We are Asked to Sell

Context is everything.

• We are hired to sell

• We are asked to business develop

• We are bonused for attaining or exceeding our Sales Goal

• We are incentivized to schedule a SQL or MQL

• We are commissioned on each shipment

• We are asked to mee a KPI "share of wallet"

• We create a capture plan for longer term or strategic endeavor

• We have metric "pipeline health"

The implied constraint is time (a context).

What does the prospect want?

A consultant.

When the prospect seeks advice, he or she rarely wants to be told which option to choose (are you aware of the context?) They are usually seeking guidance on how to approach the decision.

The best advice doesn't specify what to do. It highlights blind spots in thinking and helps clarify priorities.