Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress Hardcover – 22 Aug. 2020

This book is a paradigm shift for me on effective selling. By moving the emphasis away from shifting products and services (supply side or push) toward helping the customer by understanding their specific underlying needs and guiding them to make the necessary trade offs (demand side or pull) you design a process that adds value and addresses the risk off buyer's remorse later on.It takes you through the customer decision process toward meeting their underlying and sometimes unarticulated needs. Very useful framework on selling in a way that shows genuine concern for helping the customer effectively and one I will reread again to internalise and apply. A useful book for all seasoned and aspiring sales and business professionals.

Demand side sales, is a book that gets the reader (whom will be salespeople) to understand it’s not all about them.Many companies are still going to market pitching “features and benefits” many if not all, the buyer does not care about and in many cases the competition say exactly the same thing.In this book, Bob Moesta, gets you to understand that the buyer may make a purchase based on other criteria. It is our job as salespeople to understand that “demand side” part of the sale and match our sales position to these buyers wants and needs.Bob has a nice framework that he draws up to help businesses come up with their own “demand side” understanding of the customer journey. Bob also has a number of case studies which he works through with you in the book.