Three Levels of Commercial Selling !

It  just grabbed my attention during my extensive experience with IBM in Saudi  Arabia and industry leaders like Saudi Aramco, that there are three levels of  "selling" that are needed to make the sales happen

1. Technical-Level Selling:  usually done by "technology guys" and focusing on the functionality, features and usage of the thing to be sold.  The target customers for this level of selling would be usually end-users, technical support people and operations people who would be involved somehow in dealing with the technology aspects of the product/system/solution/service to be sold to the customer.
   
2. Business-Level Selling:  usually done by "sales guys" focusing on pricing, financial and contractual aspects which serve as basis for acquisition of the subject product/service/system to be sold.  The target customers for this level of selling are usually "purchasing" , "contracting", "procurement" or similar functions. The focus would be on price, total cost of ownership, discounts, warranty, and other relevant things.
   
3. Political-Level Selling"  usually done by "executives" at the highest level within the two organizations.  The focus here may on "politics" internal and external, organizations partnership and long-term relations.  

Successful selling is required to cover all three levels in order to click. The entry/trigger point could be at any of these three levels and must move on to cover the other two before a deal can be concluded successfully.

Learn how to "SELL" from your "BUYING" experience

Strikingly simple ..

You may NOT be selling all the time, but for sure, you are buying all the time.

You buy food, you buy clothes, you buy furniture, you buy household items, you buy medicine, you buy cars or other transportation vehicles, and if you do not buy them, you buy tickets to go by plane, train or bus from one place to another place. You buy services, you buy comfort of life, you buy luxury items, you buy support and backing, you may buy your competition as well !

Well !   our life style seems to be centered around buying.

For everything you buy, there is on the other side, someone who is selling you, either with some effort or most of the time effortlessly !

It is not that he/she is so damn good in selling you and others. Furthermore, in many situations, he/she is not selling you at all. you just happen to be buying from him/her !!

Think about it and see what lessons you may learn from that when it is your turn to sell others something ! 

SSS blog goes mobile

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