What is a WIN?

This concept will be a large part of what we discuss and learn regarding Wisdom Selling.

In summary, it is this:

W - Wants identified. 
We must understand what the customer wants.  We will investigate new as well as tried and true methods for identifying wants.  You say, "hey, every sales process uses this approach."  Really?  Ask yourself this question:  Do you know exactly what your wife and kids want for Christmas?  If you are like me, I find this varies everyday.   So our new thinking is this.  Wants are a constantly moving target, requiring a constantly moving method for identifying, validating and updating.

I - Intent revealed.
We must understand why the customer is even considering what we have to offer.  Yes, this is a fairly common sales issue, but I would like to add that buying intentions vary by purchase.  We must find strategic intent, personal growth intent, department intent, and any other influential intent that exists in the buying relationship.  This is important mainly because we don't get every sale.  To maximize the profitability of our efforts, we have to see long term how we will sell something, and apply our efforts beyond the current transaction or contract.

N - Needs met
Hey, is there anything new here?  My assertion on needs met is that most often the customer only cares about meeting their own needs.  They appreciate having their needs defined better by us, and us providing our solutions, which they may or may not buy.  However, we have needs as well.  How do we get the customer to see their responsibility, and create a desire for our needs to be met as well?  Wow, this could get pretty interesting.

These are bold assumptions on our part.  I hope we can get you to join with us in using them for success!