Demand-Side Sales 101 Quotes

“Demand-side sales is like having night vision goggles. People think sales is just a numbers game of percentages and probability. If you bring in enough people, cars will sell. They’re not taking the time to understand why people buy. They don’t ask questions: What do you like? What don’t you like? Why are you buying a new car? They don’t talk about car loans. If they were paying attention, they’d help. They’d know the customer’s requirements, show them contrasting options, and frame their tradeoffs. They’d help them frame it out then use a time wall to force a decision. When you do this, selling becomes serving.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“But what motivates someone to buy a Snickers instead of a Milky Way? It turns out that people buy a Snickers because they are running out of energy; they need a boost. Their stomach is growling, and Snickers feels like food—the nougat, caramel, and peanuts form a ball, it’s hard. Snickers does not compete with Milky Way at all. It competes with a sandwich, Red Bull, and a cup of coffee. Whereas, Milky Way slides down your throat, coating your mouth with chocolate and endorphins. It’s a candy bar. People usually eat it alone, after an emotional event, good or bad, and it helps them feel better or acts as a reward. Milky Way competes with ice cream, brownies, and a glass of wine.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“Every update your Mac offers is about making the computer easier for you to use. Yet most people think of it as fixing bugs that you’ve had. So, ongoing use is about understanding different struggling moments and making the product or service better. It’s about exceeding customer’s expectations and addressing any struggling moments that would cause people to fire you.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“Think of an hourglass, it needs to be running out of time. Without a time wall most people will not make a purchase. Now you know why mattress stores run specials every holiday. It forces people to buy. Some of these sales create false time walls because there’s almost a constant sale which makes it meaningless”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“Bob: Help me understand what these four meetings were like. How do they know what to pitch? Chad: If I sit down in a meeting of that nature and there’s a Power Point presentation already prepared, a deck to sit through, I get up and leave.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“Demand-side selling is understanding what progress people want to make, and what they are willing to pay to make that progress. Our product or services are merely part of their solution. You create pull for your product because you are focused on helping the customer. Demand-side selling starts with the struggling moment. It’s the theory that people buy when they have a struggling moment and think, “Maybe, I can do better.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“Chad: If I sit down in a meeting of that nature and there’s a Power Point presentation already prepared, a deck to sit through, I get up and leave. Bob (Context creates meaning): Why? Chad: Because they don’t know us. The finalists in that process were the ones who opened up the meeting with, “We’re really happy to be here. We want this meeting to be all about us understanding you and your business. And then we’re going to go back, put our thinking hats on, and come back with a presentation.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“We keep trying to sell people the drill, when the reality is, we should be helping them figure out how to drill the hole.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“great salespeople help customers make progress in their lives, on their terms.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress

“We are all creatures of habit, and we will keep doing what we have been doing unless we have that struggling moment.”
― Bob Moesta, Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress