Our Philosophy on Selling

Selling today is tougher than ever.

It’s a new world, and much of what we learned in the past is history because technology, the abundance of choice and unpredictable market conditions have put control firmly in the hands of the buyer. To be effective and efficient in today’s sales environment requires a different approach.

How you think impacts how you act. How you act impacts your results.

Too many sales professionals are stuck in a traditional “seller’s mindset.” And this is inhibiting your ability to take the actions that will drive substantial business growth. Trying to change what you do without first shifting the way you think is an exercise in futility.

How you sell is more important than what you sell.

The best product or the lowest cost service does not necessarily win. Focusing on the customer’s needs is not enough. A “customer-centric” approach requires a different kind of dialogue and is the first step to finding powerful opportunity to differentiate you, your products and your company.

Today everyone is offering the same benefits.

In the past, power lay in the benefits your services provided. The balance of power has shifted. Power lies in the questions you ask, the quality of information you obtain, and how effectively you use this information to contribute to your customer’s success.

Sales experience can be a liability.

The three most dangerous words in your vocabulary are “I know that.” If you are not blowing the roof off your sales targets you either don’t know it, or you’re not doing it. Unless you continuously deepen your understanding of your customer, and rigorously upgrade and apply new knowledge, skills, tools and technologies, you are a liability.

Sales Managers need to refocus.

There is increased pressure on sales managers to focus on analyzing and reporting the numbers. What’s wrong with this? It’s back to front. Focus on the success of the people who ultimately drive the results (the individual members of your sales team) and you’ll have numbers worth reporting.

Selling would be uncomplicated if it didn’t involve human beings.

Despite rampant advances in technology the human factor is not going to go away. Buyers are human beings and human beings are individual, imperfect and unpredictable. You may develop the best sales strategy in the world, but if you fail to prepare yourself to address the human factor that strategy may be doomed.

Sales skills are fundamental business / life skills.

Everyone sells every day of their life. You sell to your customers, your peers, your boss, your team. Even to your spouse and kids. Selling an idea, an opinion, or selling “you” is no different to selling a product or service. Regardless of your role in business and in life, if you want to have influence and impact, you must hone your selling skills.