Bob Moesta Demand Side Sales
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Demand Side Sales with Bob Moesta #347

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Demand Side Sales with Bob Moesta #347

Bob Moesta Demand Side SalesIn this episode we meet Bob Moesta, founder, president & CEO of the Re-Wired Group .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this interview, Bob shares his thoughts on how sellers view sales from a supply side point-of-view vs understanding why people buy things, the demand side point-of-view. Bob shares examples sellers should ask to understand the progress buyers want  to achieve. We also do some role play to give concrete examples of buyer reluctance and discovery.

Jobs To Be Done Theory

People don’t buy things, they hire them to make progress in their lives. All products are services, it’s what the product does for you, that matters to the buyer according to Bob. It’s the use of the thing, not the thing, that brings satisfaction. This is the demand side. There are trade offs in any purchase. Sellers need to sit in the seat of the buyer in order to understand them.

Too often, sellers believe that sales is a numbers game, that buying is random thing and that if you swing at the ball enough times you’re bound to have a home run. Instead consider selling as helping the buyer find progress.  How, ask some question

Demand Side Questions to Ask

With the idea in mind that all products are services, the seller would ask the buyer these types of questions?

    1. Why now?
    2. What’s pushing you?
    3. What’s pulling you ?
    4. What anxieties do you have ?
    5. What habits do you have?
    6. Why are  you hiring this this product?
    7. What duties do you want it to do for you?

Demonstrations will often open up questions that will move the buyer from active looking to passive looking. That’s they disappear, and appearing to be ghosting you. Instead they are doing is considering a number of new questions that arose from the demo conversation. The demand side of the purchase is less clear to the buer. That’s OK.

It’s important to understand that you the seller, shouldn’t be selling just because you have a large supply of product. Sellers should be helping the buyer make progress. No more than a teacher sells a student on a lesson, or a doctor sells a patient on a rehab program, what sellers should be doing is helping customers make progress.

Flip the Buyer To Know the Demand Side Sales

A kick-ass half is better than a half-ass whole. Invention is not innovation. Just because you scratched your itch, doesn’t mean others have the same itch. To be persuasive, understand your buyer. You don’t need a well prepared  list of questions. Just ask to better understand what progress looks like, You will know what to ask.

“What would progress look like to you….. “

Making things easy to buy is not what people want.   But not stupid hard. Friction, is too many choices.   People don’t pick what they want, they often decide by picking what they don’t want. Most people can tell what they do and don’t want. exclusionary theory. Be patient.

Sales is the hardest job, but businesses treat them like order takers. Sales is seen as a trade – tools techniques and process

How To Find Bob Moesta

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Past Episodes on Sales Mindset

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

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Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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