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Don’t miss the next video in this series: Why Sales People Win.
TRANSCRIPT
Sales people, get out of your own head!
[ctt tweet=”Get out of your own head for stronger sales results!” coverup=”4uZvw”]
Here’s a true and tragic story. Linda is a smart and very experienced sales rep. And she is devastated. Because she just lost a loyal multimillion $ account to an inferior competitor. Her client’s circumstances had changed; they needed to cut back on some things to bring costs down. But Linda was so confident of her long term relationship, and the customer’s appreciation of her quality services, that she presented a loaded proposal at premium pricing and lost. Millions in revenue gone.
A less tragic but equally concerning example. An advertising rep recently shared her poor opinion of a buyer’s intelligence because he refuses to advertise in her publication. When I asked, “Why should he?” She replied, “It’s good for his business.”
Says who? The seller. Not the customer!
OK I am sorry but I have to say this. And it comes from a place of good intent. Too many sales people get stuck in their own head.
You are experts on how your service supports your customers. And that’s a good thing. But expertise is often accompanied by that ugly step sister … assumption. As a result the messages we create, the questions we ask, the proposals we submit are filled with what we believe to be important to the customer. Rather than what actually is.
[ctt tweet=”Expertise is often accompanied by that ugly step sister… assumption.” coverup=”ewBk5″]
Getting out of your own head and into your customer’s is essential to your sales success. And while it’s simple to say. It’s extraordinarily hard to do. Especially when you’re under pressure to close deals, achieve monthly quotas. Or when the survival of your business is at stake.
So here’s the important question for you to take away from this video.
Are you focused on your customer from the “customer’s perspective?” Or from the “seller’s perspective?”
[ctt tweet=”Are you focused on your customer from the customer’s perspective? Or from the seller’s perspective?” coverup=”Obc74″]
Do you need to get out of your own head to see stronger sales results? I want to help… Here’s how to reach us.
www.salesSHIFT.ca
results@salesSHIFT.ca
Be sure to leave your comment and share with friends!
Like this format Jill, also appreciate the transcript below. Thanks.
Glad to hear you like it Joe.
Dear Jill, I always enjoy SalesShift news so make a point of reading it every week. Regardless of ones experience, there is always a take away in the form of a reminder or AH HA moment. Congratulations on your recent videos “Get out of your own head'” and “Why sales people win”. It still surprises me how many sales people continue to think business relationships are about them and not the client. In the video you take us on journey by providing 2 hard hitting examples and follow through with recommendations on how easy to it is to “get out of your own head” to drive success. When it comes to “Why sales people win”, I couldn’t agree more that it is part of the entire bid process to understand how the client came to the conclusion to award the business, this is as important as understanding why the business isn’t awarded. These are essential learning opportunities for both the sales person and their team. Thank you Jill for always providing value in each exchange. Cheers, Gabrielle Spanton, Vice President, AlliedPRA Inc.
Thanks so much for taking time to comment Gabrielle. It means a great deal to me to receive this type of comment from a sales leader with your depth of experience. I was just saying to a potential new client this morning that sometimes we get so mired in the complexity of life and business that we lose sight of the fundamentals that are foundational to our sales success. Periodic reminders can be thought-provoking and game-changing. I hope that this video series continues to provide important Ah Has to you and your team in the weeks ahead.