We're back

It has been a while but we thought it about time we blogged again.

A lot has gone on at Accredit since we last expressed a view on selling,

We see many views expressed on various sites about b2b selling and how to get the perfect sales situation, one that almost guarantees success.

So let us give you our view on what it takes to be really successful

Sales are made when customers decide they have a need and find somebody who can satisfy that need. There are many facets to selling ranging from product portfolio, relationships, understanding of client's business needs, hard work, communication skill, perseverance, focus, belief, confidence and many others. The number one issue in our view is that you understand why your customer wants to do something to change, improve, reduce, increase something inside their business and how they intend to do those things. Until you understand why they want to do something you cannot do or sell anything

So maybe we should not call it selling but something like providing answers, exchanging solutions in return for money.

The latest view on selling comes from the SEC and is about The Challenger Sale. If you get a chance have a read of that and gives us your view on how you might use some of the techniques discussed in what is a very readable book

Our view is that "challenging" your customer may be the right way to go but we would like a wider debate on how you acquire and practice the skills you need to take on your customer's decision makers and challenge their view of their business needs

We believe it takes courage, verbal reasoning skills, confidence, knowledge of their and your business, commercial acumen and absolute self belief to challenge your clients and be successful

We would love to hear your view