Products don’t sell, People do
Full day sales workshop (22-May-2015) for SUE teams in their second stage of their program.
The workshop course is depicted below.
Yet they do have meaning. Consider these three propositions concerning
complex, intangible services businesses1 (CISBs):
Some subjects:
Vision, values, customer focus, guiding principles, trust. Those words are among the leading candidates for top business buzzwords of the last few decades.
- Three core values are axiomatic: client focus, collaboration, long-term view
- Vision matters less than values
- Clients matter more than competition
Of these, the first is the most fundamental. If we can get past the glaze-over effect of that proposition, the first two can almost be deduced from it.
Being clientfocused begins with a state of mindfulness, of paying attention and being open to a client’s issues and situation.
Key in this workshop is defining and considering the values of your product and make it a sustainable Service!. The transformation from Inside-Out to Outside-In. or, from USP to UBP. Approach as a “Trusted Advisor”.
Building Trust into the Sales Process
You build trust into the sales process by rigorously and systematically asking, at each stage in the process, whether you are living according to the three trustcreating values—long-term perspective, buyer-focus, a habit of collaboration.
The truth is, again–buyers’ actual behavior is enormously influenced by the relationship the buyer feels with the seller—in particular, by trust. And trust grows in conversations.
