Buy or Sell?

There is an insider secret that all top salesmen know. People don’t want to be sold, they want to buy. It’s an important concept that every finance executive should also know.

Selling a prospective company would be akin to relying on experience, credentials, education, and perhaps, even the companies for whom you’ve worked. That sales job probably won’t work.

A company wants to buy the right candidate, not be sold any candidate. That means positioning yourself as a problem solver … the answer to what they need. Because buying decisions are emotional, solving a company’s pain hits the emotion button and allows a prospect to buy a solution.

Position yourself as someone who can take away the pain and you just might close a sale.