Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

Great salespeople are real people: they ask questions, they listen, they learn, and they help you make progress in your life. Salespeople

But building their solution starts with understanding their situation and why they are thinking about making progress in the first place, as well as what their vision of progress looks like.

Demand-side selling is understanding what progress people want to make, and what they are willing to pay to make that progress. Our product or services are merely part of their solution.

Demand is only generated by a customer’s struggling moment. If there is no struggle, there is no demand.

There’s a different way to sell, and it starts with helping people make progress.

The focus is on the “church of finance,” where cashflow is king and budget forecasting is center stage to keep banks and investors happy. When the “church of finance” is driving decisions, they’re not made in the customer’s best interest.