Why It’s Deadly When Sellers Are Late to the Party or Lead with Product

This series will help you identify which of the common Ugly 8
Sales Sins might be derailing your/your sales team’s
sales effort and preventing potential clients from viewing
you/your team members as the consultant, value creator, trusted
advisor you so badly want to be.


Be sure to download the free guide that accompanies
this series from mikeweinberg.com/ugly8


In this hard-hitting episode, Mike holds up a mirror for you and
explores the first two UGLY 8 Reasons WHY SELLERS GET RELEGATED
TO “VENDOR” STATUS & COMMODITIZED.


1. They Arrive Late to the Party
(last to a sales opportunity)


Discover the perils from living in reactive mode that often
result in sellers being late to the sales party/last to an
opportunity where it becomes infinitely harder to to bring value
or be perceived as a consultant. It’s no fun “chasing” the
opportunity when your prospect has already formed their buying
criteria – or worse, they’re following the lead of your more
proactive competitor who wasn’t stuck in reactive mode, but
instead was proactively working the prospect finding ways to
create an opportunity. Being forced to play the already
in-progress game is not only not fun, it often dooms you to
vendor status while your competitor’s salesperson smugly sits in
the consultant/advisor chair. When you’re last to the opportunity
it’s very hard to stand out and get attention unless your price
is much lower. LATE often = COMMODITIZED. 


2.  They Lead with Product (or their
service/solution)


So many salespeople lead with their offering and put and their
solution front and center – making it the focus of the sales
conversation. While this practice is common it’s often deadly.


Leading with our product/service/offering/solution instead of the
customer’s issues and desired outcomes makes a loud, clear
statement to customers that we care more about what we sell than
addressing their issues/needs/desires. It is a surefire way to
get commoditized because it’s almost as if we are telling the
prospect that neither our company nor the salesperson brings any
value to the equation and they should simply take our
features and pricing and put them on a spreadsheet to compare to
everyone else’s.


Sales Friends, in this series Mike is requesting that you open
your ears, eyes, and mind, and put your ego aside. Take a listen,
download the Ugly 8 Guide, and determine which of these
sales sins is potentially hurting your effectiveness, margins,
win-rates, and results.