Sales people, get out of your own head!
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 multi-million $ 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. <<Tweet Now 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.
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?” <<Tweet Now
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.
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