It's Not About Your Needs. Focus On The Customer!

This week we highlight five frequent business-to-business mistakes sales teams have to stop making if they’re going to close more deals in the coming months.

Mistake Number 2: Focusing on your product, not the prospect’s needs

You can spend years developing and marketing your product. But unfortunately the reality is that prospects aren’t interested in what you have to sell. They’re interested in what your product or service can do for them.

Once you’ve discovered a need your customer wants to address, you can respond with your best solution to meet it. But instead of selling your product’s features, focus on the benefits it will bring to the prospect.

Remember – Keep your presentation short and simple. Prospects should be able to understand immediately what you can do for them and why they should do business with you.


Mervyn continues to be great support to both myself and the business in achieving our growth ambitions. We have benefited hugely from his forward thinking, guidance and energy and look forward to continuing this in the future. I would have no hesitation in recommending Mervyn and Cameron Carnegie if you have plans to scale your business.

Ian Joy , Managing Director ERG Scotland Ltd

Once we decided to source training for our Business Development and Account Management teams, we turned to Cameron Carnegie for assistance. I was initially a little apprehensive about the training taking place digitally, but Merv delivered an excellent, engaging training course really ensuring that he took time to involve each member of our team, providing them with simple tools to use going forward. I was genuinely blown-away by the improvement across all of the team and I wouldn’t hesitate to recommend Cameron Carnegie if you are looking to improve the performance of your Sales Team.

Matt Nicoll , UK Commercial Manager Swire Energy Services

"We engaged Cameron Carnegie to undertake some bespoke training to upskill the team in the areas of Sales & Account Management. The solution was tailor-made to suit our business and we are all delighted with the results which have been easy to quantify and measure. We would definitely engage Cameron Carnegie on similar assignments and would have no hesitation on recommending them."

Scott McIlwraith , General Manager - Renewable Energy Kuiper

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