It's Not What You Think
Professional Services software - N/A, N/A, GB
It's Not What You Think Employees
It's Not What You Think Details
The Sales Challenge?- The market is crowded and your brand feels commoditised?- Your margin feels squeezed? - Does your sales pipeline feel laboured?- Do you worry about high cost inefficiency of sales people? Deals just don't seem to drop despite being "hot!"?…Frustration builds The challenge is that the CLASSIC mistakes sales people make are driven by very natural human behaviour that can be entirely counterproductive when engaging with your customers. Our experience is that, most of the time, effective sales is not what sales people think it is or certainly not how they behave!Classic examples of counter-productive sales behaviour we see & solve…- Customers aren't (initially) interested in you and your business, they are actually interested in themselves and their business! Counter intuitively though it may seem…Stop selling!- Stop selling until you have effectively built rapport, trust and value, "… always be closing the deal…" is fine if you are selling rugs in a Moroccan market...are you?- Procurement Professionals are all-powerful, cold, analytical people who are hell-bent on crushing your margin…they really aren't! (Gap course eg)- Using social media to sell to individuals and companies is NOT about posting your awesome content and expecting them to contact you!- "The customer is always right…" nope, they're not. Stop being customer lead and start being customer focused, it's better for everyone! e.g. The power and value in saying "no"…nicely.
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