You can sell for today. There are plenty of opportunities to sell what your customer needs now. It’s easy and obvious.
Selling with tomorrow and next year in mind is different. It’s not so obvious.
To sell to the future requires you to know where your customer is going, what will be important to them and why.
Sell with today in mind and you’ll get the sale. But, when the next sale comes around you’ll have to start the sale all over again.
Sell with tomorrow in mind, and your customer will know when they will be buying again and why. They will see today’s sale as just one in many. They will understand today’s sale takes care of today’s problems and sets them up for fixing tomorrow’s problems as well.
Companies don’t stop changing, they aren’t static. So, why sell to them that way. Think about tomorrow.