Context in Blowing Sales

By Tibor Shanto
In the past, I have spoken about the importance of dynamics in sales from prospecting to close. Especially when prospecting, where salespeople put a disproportionate amount of effort on their “message”, without taking into account some of the other elements that impact how clear their message is received, dynamics. It would be easy to blame the salesperson, but remember, in most cases, someone (manager or management) put them up to it, telling reps to do it pretty much the way they are doing it, so when it does not work, don’t blame the rep.
Another success factor many sales types often ignore, or miss is context. Context is critical; it shapes the meaning of what you say and the prospect’s willingness to take it in, and to the degree, they will deal with it, if in fact, they took it in.
The Features Of failure
Most approaches still lean heavily on ‘features’