{"id":11857,"date":"2025-02-11T15:34:00","date_gmt":"2025-02-11T13:34:00","guid":{"rendered":"https:\/\/staging.voittogroup.com\/?p=11857"},"modified":"2026-06-11T19:04:38","modified_gmt":"2026-06-11T16:04:38","slug":"a-seller-who-arrives-too-late","status":"publish","type":"post","link":"https:\/\/voittogroup.com\/en\/a-seller-who-arrives-too-late\/","title":{"rendered":"A seller who arrives too late"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"11857\" class=\"elementor elementor-11857 elementor-11856\" data-elementor-post-type=\"post\">\n\t\t\t\t<div class=\"elementor-element elementor-element-39c39b7 osiopadding e-flex e-con-boxed e-con e-parent\" data-id=\"39c39b7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-66c2f56 e-con-full e-flex e-con e-child\" data-id=\"66c2f56\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e44192d elementor-widget elementor-widget-heading\" data-id=\"e44192d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Views from<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-2060e58 e-con-full e-flex e-con e-child\" data-id=\"2060e58\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-dc0308d elementor-widget elementor-widget-heading\" data-id=\"dc0308d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Sales and customer relations<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-7720b2f e-con-full e-flex e-con e-child\" data-id=\"7720b2f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-9ec74b4 elementor-widget elementor-widget-heading\" data-id=\"9ec74b4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">A seller who arrives too late<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-33ee37a e-con-full e-flex e-con e-child\" data-id=\"33ee37a\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1edff63 elementor-widget elementor-widget-text-editor\" data-id=\"1edff63\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><em>By the time you walk through the door, the customer has already decided on eighty percent of their purchase. This blog is not a theory, it&#8217;s a practical guide to what you can do with the remaining fifth. <\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-af14d79 e-con-full e-flex e-con e-child\" data-id=\"af14d79\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-cd229dc elementor-widget-divider--view-line elementor-widget elementor-widget-divider\" data-id=\"cd229dc\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"divider.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-divider\">\n\t\t\t<span class=\"elementor-divider-separator\">\n\t\t\t\t\t\t<\/span>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5c83436 e-grid e-con-full e-con e-child\" data-id=\"5c83436\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-e833d7e e-con-full e-flex e-con e-child\" data-id=\"e833d7e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4351bec elementor-widget elementor-widget-heading\" data-id=\"4351bec\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Author<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d6b7bca elementor-widget elementor-widget-heading\" data-id=\"d6b7bca\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Tomi Tapper<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-b732843 e-con-full e-flex e-con e-child\" data-id=\"b732843\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0147c2c elementor-widget elementor-widget-heading\" data-id=\"0147c2c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Published on<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8f56297 elementor-widget elementor-widget-heading\" data-id=\"8f56297\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">11.02.2025<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-b952cfb e-con-full e-flex e-con e-child\" data-id=\"b952cfb\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7ece677 elementor-widget elementor-widget-heading\" data-id=\"7ece677\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Reading time<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-16c4bd5 elementor-widget elementor-widget-heading\" data-id=\"16c4bd5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">7 minutes<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-64b2237 e-con-full e-flex e-con e-parent\" data-id=\"64b2237\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-0ae9d86 elementor-widget elementor-widget-template\" data-id=\"0ae9d86\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"template.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-template\">\n\t\t\t\t\t<div data-elementor-type=\"container\" data-elementor-id=\"12909\" class=\"elementor elementor-12909 elementor-12906 elementor-12906\" data-elementor-post-type=\"elementor_library\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4855e261 numeroita e-flex e-con-boxed e-con e-parent\" data-id=\"4855e261\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-50737aa e-grid e-con-full e-con e-child\" data-id=\"50737aa\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-2cf95416 e-con-full e-flex e-con e-child\" data-id=\"2cf95416\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2f5074e6 otsikko elementor-widget elementor-widget-heading\" data-id=\"2f5074e6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">+32%<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10a858e4 elementor-widget elementor-widget-text-editor\" data-id=\"10a858e4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Average sales growth for our customers<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4e8f13d e-con-full e-flex e-con e-child\" data-id=\"4e8f13d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5fcd45fe otsikko elementor-widget elementor-widget-heading\" data-id=\"5fcd45fe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">200+<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6ced7cfb elementor-widget elementor-widget-text-editor\" data-id=\"6ced7cfb\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Completed project<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-769d093f e-con-full e-flex e-con e-child\" data-id=\"769d093f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7c7962b6 otsikko elementor-widget elementor-widget-heading\" data-id=\"7c7962b6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">+50<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4d890933 elementor-widget elementor-widget-text-editor\" data-id=\"4d890933\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Internationalisation project in the Nordic countries and Europe<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-544c789d elementor-widget elementor-widget-heading\" data-id=\"544c789d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Source: project portfolio analysis 2018-2026 by Voitto Group and founders' experience background.\n<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-65f425f osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"65f425f\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-e00fcc8 isokirjain elementor-widget elementor-widget-text-editor\" data-id=\"e00fcc8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"8:1-8:128;285-412\">First, I&#8217;ll tell you about a Thursday morning. Two sellers, same transaction, B2B service, contract value \u20ac180 000 in the first year. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"10:1-10:312;414-725\">Seller A gets the first meeting. He arrives at 9.55. Handshake, speech, coffee. At ten o&#8217;clock he opens his MacBook and PowerPoint. He spends 45 minutes talking about his company, his product and 14 reference customers. At the end he asks: &#8220;What do you think?&#8221; The procurement manager replies: &#8220;Thank you, we&#8217;ll get back to you.&#8221;      <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"12:1-12:74;727-800\">Seller B gets the same appointment on a different day. He starts with one sentence: <\/p><blockquote class=\"ml-2 border-l-4 border-[hsl(var(--border-300)\/0.1)] pl-4 text-text-300\" data-sourcepos=\"14:1-14:181;802-982\"><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"14:3-14:181;804-982\">Before I tell you anything about us, I would like to ask you something. Why did you put out a call for tenders at this particular time? What happened in the last few months that made this timely?  <\/p><\/blockquote><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"16:1-16:202;984-1185\">The procurement manager is thinking. That was a question he was not prepared for. He starts talking, four minutes straight. Then another person present adds something. Then a third asks his boss something.    <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"18:1-18:219;1187-1405\">Twenty minutes later, Seller B has three pages of observations in his notebook and has not yet said a word about his product. Three weeks later, he wins the deal. Salesman A has not heard from the customer.  <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"20:1-20:109;1407-1515\">Both are competent and knowledgeable about their products. The difference is one of choice: which one is willing to listen first. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3affe72 osiomargintop e-flex e-con-boxed e-con e-parent\" data-id=\"3affe72\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-8eba959 e-con-full e-flex e-con e-child\" data-id=\"8eba959\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-c66bdf1 e-con-full e-flex e-con e-child\" data-id=\"c66bdf1\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-41e269c elementor-widget elementor-widget-heading\" data-id=\"41e269c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">01<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-7a4629d elementor-widget elementor-widget-heading\" data-id=\"7a4629d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What you didn't know about your customer\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-0514f27 elementor-widget elementor-widget-text-editor\" data-id=\"0514f27\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"24:1-24:143;1563-1705\">Recent shopper surveys, from Gartner, Harvard Business Review, Edelman and others, tell the same grim story year after year:<\/p><ul class=\"[li_&amp;]:mb-0 [li_&amp;]:mt-1 [li_&amp;]:gap-1 [&amp;:not(:last-child)_ul]:pb-1 [&amp;:not(:last-child)_ol]:pb-1 list-disc flex flex-col gap-1 pl-8 mb-3\" data-sourcepos=\"26:1-29:82;1707-2035\"><li class=\"font-claude-response-body whitespace-normal break-words pl-2\" data-sourcepos=\"26:1-26:107;1707-1813\">Around <strong>80% of the purchase path<\/strong> is completed before the customer agrees to the first sales meeting.<\/li><li class=\"font-claude-response-body whitespace-normal break-words pl-2\" data-sourcepos=\"27:1-27:73;1814-1886\"><strong>Two out of three B2B buyers<\/strong> would prefer to buy without a salesperson at all.<\/li><li class=\"font-claude-response-body whitespace-normal break-words pl-2\" data-sourcepos=\"28:1-28:67;1887-1953\"><strong>Three out of four<\/strong> think that sales meetings are too product-oriented.<\/li><li class=\"font-claude-response-body whitespace-normal break-words pl-2\" data-sourcepos=\"29:1-29:82;1954-2035\">Only <strong>four out of ten<\/strong> trust the salesperson to understand their needs.<\/li><\/ul><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"31:1-31:152;2037-2188\">Stop for a moment at the last chapter. Six out of ten buyers sitting at your table don&#8217;t think you understand them. Until you&#8217;ve opened your mouth.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-3582b55 e-flex e-con-boxed e-con e-parent\" data-id=\"3582b55\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-4e55880 elementor-widget elementor-widget-image\" data-id=\"4e55880\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1536\" height=\"864\" src=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33-1536x864.jpg\" class=\"attachment-1536x1536 size-1536x1536 wp-image-13115\" alt=\"\" srcset=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33-1536x864.jpg 1536w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33-300x169.jpg 300w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33-1024x576.jpg 1024w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33-768x432.jpg 768w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/33.jpg 1920w\" sizes=\"(max-width: 1536px) 100vw, 1536px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-70089e3 e-flex e-con-boxed e-con e-parent\" data-id=\"70089e3\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-f6e6269 e-con-full e-flex e-con e-child\" data-id=\"f6e6269\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;classic&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8c45f5d elementor-widget elementor-widget-heading\" data-id=\"8c45f5d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h4 class=\"elementor-heading-title elementor-size-default\">The starting point is not neutral but sceptical. You haven't had time to do anything wrong. Yet you're already behind  <\/h4>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-ab0d33b e-flex e-con-boxed e-con e-parent\" data-id=\"ab0d33b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3aa26d3 elementor-widget elementor-widget-text-editor\" data-id=\"3aa26d3\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"35:1-35:335;2303-2637\">In practice, you have the first few minutes of the meeting to prove that you are not one of those salespeople. How? Simply: you don&#8217;t do what others do. Others introduce themselves and start the product demonstration. Others ask superficial questions and just listen, waiting for their turn to speak. Others talk 70% of the time.   <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"37:1-37:51;2639-2689\">You&#8217;re talking about 30. The difference is simple. The implementation is not.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-dd0a7d0 osiomargintop e-flex e-con-boxed e-con e-parent\" data-id=\"dd0a7d0\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-3b9cd78 e-con-full e-flex e-con e-child\" data-id=\"3b9cd78\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-94597e7 e-con-full e-flex e-con e-child\" data-id=\"94597e7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2eb589d elementor-widget elementor-widget-heading\" data-id=\"2eb589d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">02<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-de30958 elementor-widget elementor-widget-heading\" data-id=\"de30958\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Meeting script: minute by minute\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b7ca383 elementor-widget elementor-widget-text-editor\" data-id=\"b7ca383\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>This is what a 60-minute first meeting looks like when it&#8217;s built on listening.<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"43:1-43:218;2825-3042\"><strong>0-5 min: short introduction, maximum two minutes.<\/strong>  Who you are and why you are here, nothing more. Then the first question: &#8216;Why now? What happened in the last few months that made this timely?&#8221; <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"45:1-45:237;3044-3280\"><strong>5-25 min: the client talks, you ask questions and take notes.<\/strong>  Three questions are enough: why now, what will happen if you do nothing and who else will be affected? Each of your follow-up questions will come from your customer&#8217;s answers, not from a predefined list. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"47:1-47:181;3282-3462\"><strong>25-40 min: refine and mirror.<\/strong>  &#8220;Did I understand correctly that the main bottleneck is here?&#8221; Let the customer fix it. It is the corrections that are the most valuable information in the whole meeting. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"49:1-49:158;3464-3621\"><strong>40-50 min: only now your share.<\/strong>  Ten minutes, focused on exactly what you heard. Not a general introduction but a response to their situation. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"51:1-51:197;3623-3819\"><strong>50-60 min: next step and one bold question.<\/strong>  Agree on a concrete follow-up and finally ask: &#8220;If this were not to become a deal, what would be the most likely reason?&#8221; The answer will tell you where you really stand. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"53:1-53:232;3821-4052\">The script sounds simple. And it is. Yet few salespeople use it because it&#8217;s uncomfortable to sit quietly for the first twenty minutes of an expensive meeting. You feel like you have to prove why you were invited.   <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"55:1-55:173;4054-4226\">That feeling is misleading. The client called you because he has a problem. Your job is not to prove you exist, but to understand the problem well enough to solve it.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-bafc02d osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"bafc02d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-55697a0 e-con-full e-flex e-con e-child\" data-id=\"55697a0\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-9d836d9 e-con-full e-flex e-con e-child\" data-id=\"9d836d9\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-f2eac22 elementor-widget elementor-widget-heading\" data-id=\"f2eac22\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">03<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-d941555 elementor-widget elementor-widget-heading\" data-id=\"d941555\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What the seller says: and what the seller should say\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-10aee6c elementor-widget elementor-widget-text-editor\" data-id=\"10aee6c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"59:1-59:135;4276-4410\">Five classic situations where a salesperson typically gets it wrong. Go through them and you&#8217;ll recognise them in no time at your next meeting. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"61:1-63:255;4412-4824\"><strong>Situation 1: the customer says &#8220;tell us about you&#8221;.<\/strong>  Wrong answer: &#8220;Our company was founded in 2004, we have 85 employees and offices in three cities&#8230;&#8221; Correct answer: &#8220;I&#8217;d be happy to tell you. If you don&#8217;t mind, I&#8217;ll do it in two minutes so we can talk about you. We are a team of thirteen people who have helped twenty companies like yours with the very issue you just mentioned.&#8221; <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"65:1-67:167;4826-5118\"><strong>Situation 2: the customer tells you about their problem.<\/strong>  Wrong answer: &#8216;Ah, that&#8217;s exactly what we have the X solution for, which does Y and Z.&#8217; The correct answer is: &#8220;Can I ask for clarification? When you say the process is slow, what does that mean in practice? At what point does it most often get stuck? Who suffers the most?&#8221;<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"69:1-71:181;5120-5447\"><strong>Situation 3: The customer asks for a price before you have understood the problem.<\/strong>  Wrong answer: &#8216;Typical implementation is between \u20ac60 000 and \u20ac150 000.&#8217; Correct answer: &#8220;I&#8217;m happy to answer that. But to make the number useful to you and not out of a hat, I need two minutes to ask what it should cover for you. OK?&#8221; <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"73:1-75:188;5449-5757\"><strong>Situation 4: the customer asks for references.<\/strong>  Wrong answer: &#8216;There are dozens of references, here&#8217;s a presentation with them all.&#8217; Correct answer: &#8220;A reference is only useful if it reminds you of you. To help you understand your situation a little better, I&#8217;ll name two or three that are worth talking to directly.&#8221; <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"77:1-79:209;5759-6115\"><strong>Situation 5: the customer says &#8220;no hurry, see you next year&#8221;.<\/strong>  Wrong answer: &#8216;Okay, I&#8217;ll put a reminder in the calendar and call you in the autumn.&#8217; The correct answer is: &#8220;I understand. Would it be more helpful if we talked for a quarter of an hour in two weeks about what might look different then? If not, I&#8217;ll leave you alone and come back next year as you asked.&#8221;<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"81:1-81:139;6117-6255\">The common denominator is the same: a salesman who asks before he answers is building a relationship. A seller who answers before asking is selling into an empty space. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-badaa8d osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"badaa8d\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-4242534 e-con-full e-flex e-con e-child\" data-id=\"4242534\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-2e8c28b e-con-full e-flex e-con e-child\" data-id=\"2e8c28b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-c836f73 elementor-widget elementor-widget-heading\" data-id=\"c836f73\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">04<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b4675a2 elementor-widget elementor-widget-heading\" data-id=\"b4675a2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Email afterwards: a template you can copy\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9eb54f9 elementor-widget elementor-widget-text-editor\" data-id=\"9eb54f9\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>The meeting ended, with a thank you, in the car. What now? <\/p><p>Most send a follow-up email that begins, &#8220;Thank you for an interesting meeting. As we discussed, our product has the following features&#8230;&#8221; It goes straight into the trash because the customer read similar ones from three competitors yesterday. <\/p><p>Instead, send an email to show you&#8217;re listening:<\/p><blockquote><p>Hi [first name],<\/p><p>thank you for yesterday. Three things in particular stood out: [customer&#8217;s own detail 1], [detail 2] and the fact that [detail 3, preferably in the customer&#8217;s own words]. Please correct me if I misunderstood something.  <\/p><p>One question that remained: [one clarifying question to continue the discussion]?<\/p><p>I suggest either a short reply to this post or a 15-minute call next week. Which is better for you? <\/p><p>[signature]<\/p><\/blockquote><p>This email does four things that a typical follow-up email does not. It tangibly shows that you listened, because it includes the customer&#8217;s own details. It gives the customer the opportunity to correct you. By correcting, he or she is already engaged in the process. It asks one question that is easy to answer. And it suggests the next step with a low threshold instead of waiting.     <\/p><p>In my experience, messages formulated with this logic are most often answered. Those that start with &#8220;thanks for an interesting meeting&#8221; rarely get a response. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-30622d7 elementor-widget elementor-widget-image\" data-id=\"30622d7\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"1536\" height=\"864\" src=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34-1536x864.jpg\" class=\"attachment-1536x1536 size-1536x1536 wp-image-13123\" alt=\"\" srcset=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34-1536x864.jpg 1536w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34-300x169.jpg 300w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34-1024x576.jpg 1024w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34-768x432.jpg 768w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/34.jpg 1920w\" sizes=\"(max-width: 1536px) 100vw, 1536px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-21e8abf osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"21e8abf\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-d486182 e-con-full e-flex e-con e-child\" data-id=\"d486182\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-a4bf6be e-con-full e-flex e-con e-child\" data-id=\"a4bf6be\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-a8419e6 elementor-widget elementor-widget-heading\" data-id=\"a8419e6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">05<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-957956d elementor-widget elementor-widget-heading\" data-id=\"957956d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Three mistakes that make a seller replaceable\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-6bc742f elementor-widget elementor-widget-text-editor\" data-id=\"6bc742f\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"107:1-107:283;7778-8060\"><strong>Mistake one: you talk more about your product than your customer&#8217;s situation.<\/strong>  Record your next meeting, if the client gives you permission. Calculate how much you talk about your company and your product compared to the customer&#8217;s situation. If the ratio tilts in your direction, you&#8217;re too product-centric. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"109:1-109:262;8062-8323\"><strong>Mistake two: presenting yourself as an expert before you have proven it.<\/strong> An expert is recognised by the questions, not the claims. If you have to spend the first five minutes telling people how competent you are, you haven&#8217;t shown it yet. You have only asserted.  <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"111:1-111:275;8325-8599\"><strong>Mistake three: not knowing what the client wanted to get out of the meeting.<\/strong>  The salesman who arrives with his own agenda forgets that the customer invited him for his own reasons. Ask yourself before the meeting: what do you hope the client will have learned after this lesson? If you don&#8217;t know, call and ask. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-c2324c3 osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"c2324c3\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-41c6c7e e-con-full e-flex e-con e-child\" data-id=\"41c6c7e\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-210614c e-con-full e-flex e-con e-child\" data-id=\"210614c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-bafef3c elementor-widget elementor-widget-heading\" data-id=\"bafef3c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">06<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-646b098 elementor-widget elementor-widget-heading\" data-id=\"646b098\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Four questions a seller is afraid to ask\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-2d949f0 elementor-widget elementor-widget-text-editor\" data-id=\"2d949f0\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"115:1-115:119;8655-8773\">These seem bold at first. That&#8217;s why they get the most honest answers, because few people have asked them before. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"117:1-117:340;8775-9114\"><strong>One: &#8220;What haven&#8217;t you told me yet because you assumed I wasn&#8217;t interested?&#8221;<\/strong>  To be asked at the end of the meeting. The answer usually reveals one of three things: a discussion with a competitor, uncertain budget approval, or internal doubt about the priority of the project as a whole. All three are worth their weight in gold, but only if said out loud. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"119:1-119:314;9116-9429\"><strong>Two: &#8220;If you were in my shoes right now, what would you do next?&#8221;<\/strong>  This comes as a surprise because the buyer is used to the seller guiding his thinking. When you move to his side of the table, he starts to think about your interests too. It builds common ground more effectively than any sales technique. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"121:1-121:289;9431-9719\"><strong>Three: &#8220;What can our competitors do better than us?&#8221;<\/strong>  The scariest of the four, but if you don&#8217;t ask, someone else will. Either you hear the truth and can improve your offer or you hear &#8220;nothing really&#8221;, which is a strong sign that a decision is imminent. Either is better information than guesswork. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"123:1-123:292;9721-10012\"><strong>Four: &#8220;Who in your organisation disagrees with this project?&#8221;<\/strong>  There is disagreement on every project. The buyer knows exactly with whom. The answer tells you two things: who is doing the inside sales work for you and what counter-arguments he needs to get answers to from you. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"125:1-125:220;10014-10233\">This is not manipulation, but respect. They show that you understand how decisions are actually made in the client&#8217;s organisation. That&#8217;s what separates the salesperson who arrives on time from the salesperson who arrives too late.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-9808926 osiomargintop e-flex e-con-boxed e-con e-parent\" data-id=\"9808926\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-a33b840 e-con-full e-flex e-con e-child\" data-id=\"a33b840\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-790b531 e-con-full e-flex e-con e-child\" data-id=\"790b531\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-32ae8f4 elementor-widget elementor-widget-heading\" data-id=\"32ae8f4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">07<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a789045 elementor-widget elementor-widget-heading\" data-id=\"a789045\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Trade between people\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-40ffffe elementor-widget elementor-widget-text-editor\" data-id=\"40ffffe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"129:1-129:112;10268-10379\">Finally, one thing that gets forgotten in the midst of processes and tools: the B2B buying decision is always a human decision, not a corporate one.<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"131:1-131:197;10381-10577\">At the negotiating table is a person with a boss, a reputation and a career. Research shows that the vast majority of B2B decision-makers feel that a failed procurement decision can damage their professional reputation. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"133:1-133:188;10579-10766\">When a customer signs your contract, they are not just buying a product. They buy the assurance that three months later they won&#8217;t have to explain to the management team why their choice was wrong. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"135:1-135:209;10768-10976\">A seller who understands this sells differently. They don&#8217;t say &#8220;our product is the cheapest&#8221;, but emphasise the certainty of delivery, the references and the fact that no one will ever have to ask why they chose us. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"137:1-137:105;10978-11082\">He is selling peace of mind, not a product. And that&#8217;s why he wins deals that would be lost at a price to others. <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4f09467 e-flex e-con-boxed e-con e-parent\" data-id=\"4f09467\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-7ff45ef elementor-widget elementor-widget-image\" data-id=\"7ff45ef\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img decoding=\"async\" width=\"1536\" height=\"864\" src=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35-1536x864.jpg\" class=\"attachment-1536x1536 size-1536x1536 wp-image-13126\" alt=\"\" srcset=\"https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35-1536x864.jpg 1536w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35-300x169.jpg 300w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35-1024x576.jpg 1024w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35-768x432.jpg 768w, https:\/\/voittogroup.com\/wp-content\/uploads\/2025\/02\/35.jpg 1920w\" sizes=\"(max-width: 1536px) 100vw, 1536px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-792e7f7 osiomargin e-flex e-con-boxed e-con e-parent\" data-id=\"792e7f7\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-43108ff e-con-full e-flex e-con e-child\" data-id=\"43108ff\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-679506b e-con-full e-flex e-con e-child\" data-id=\"679506b\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-52565ea elementor-widget elementor-widget-heading\" data-id=\"52565ea\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">08<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-9a305f5 elementor-widget elementor-widget-heading\" data-id=\"9a305f5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">What to do next Monday\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-5aeb1c4 elementor-widget elementor-widget-text-editor\" data-id=\"5aeb1c4\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"141:1-141:89;11134-11222\">You don&#8217;t change your sales style overnight, but you can change your next client meeting immediately.<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"143:1-143:131;11224-11354\"><strong>One.<\/strong>  Before the meeting, write down three starter questions: why now, what will happen if you do nothing, who else will be affected.<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"145:1-145:143;11356-11498\"><strong>Two.<\/strong>  Make a rule with yourself: for the first 15 minutes, don&#8217;t mention your company or product once. Even if it feels uncomfortable. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"147:1-147:141;11500-11640\"><strong>Three.<\/strong>  Take a notebook, not a MacBook. Handwriting sends two signals: you&#8217;re listening and you&#8217;re there to learn, not to present. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"149:1-149:120;11642-11761\"><strong>Four.<\/strong>  At the end of the meeting, ask: &#8220;If this were not to become a deal, what would be the most likely reason?&#8221; Write down your answer. <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"151:1-151:76;11763-11838\"><strong>Five.<\/strong>  The next morning, send an email according to the above template.<\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"153:1-153:193;11840-12032\">Do this and measure the difference for three months. You don&#8217;t need new training, a new CRM system or new packaging. You need a new way to start a meeting and a new way to end it.  <\/p><p class=\"font-claude-response-body break-words whitespace-normal\" data-sourcepos=\"155:1-155:44;12034-12077\">One change. Five actions. Next Monday.  <\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-8f671ba osiopadding e-flex e-con-boxed e-con e-parent\" data-id=\"8f671ba\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;background_background&quot;:&quot;gradient&quot;,&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-1cb029c e-con-full e-flex e-con e-child\" data-id=\"1cb029c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-5351a2c e-con-full e-flex e-con e-child\" data-id=\"5351a2c\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t<div class=\"elementor-element elementor-element-06196d0 e-con-full e-flex e-con e-child\" data-id=\"06196d0\" data-element_type=\"container\" data-e-type=\"container\" data-settings=\"{&quot;jet_parallax_layout_list&quot;:[]}\">\n\t\t\t\t<div class=\"elementor-element elementor-element-1890d8c elementor-widget elementor-widget-heading\" data-id=\"1890d8c\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Voitto Group<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-4db7541 elementor-widget elementor-widget-heading\" data-id=\"4db7541\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">-<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-499b910 elementor-widget elementor-widget-heading\" data-id=\"499b910\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-heading-title elementor-size-default\">Sales and customer relations<\/div>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-8afaac8 elementor-widget elementor-widget-heading\" data-id=\"8afaac8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">If your sales team is stuck, let's start by listening\n<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-a0e8b7a elementor-widget elementor-widget-text-editor\" data-id=\"a0e8b7a\" data-element_type=\"widget\" data-e-type=\"widget\" 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This blog is not a theory, it&#8217;s a practical guide to what you can do with the remaining fifth. Author Published on Reading time 7 minutes First, I&#8217;ll tell you about a Thursday morning. [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":12393,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"elementor_header_footer","format":"standard","meta":{"footnotes":""},"categories":[50],"tags":[],"class_list":["post-11857","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-and-customer-relations"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.8 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>A seller who arrives too late | Voitto Group Oy<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/voittogroup.com\/en\/a-seller-who-arrives-too-late\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"A seller who arrives too late | Voitto Group Oy\" \/>\n<meta property=\"og:description\" content=\"Views from By the time you walk through the door, the customer has already decided on eighty percent of their purchase. 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