What do we truly understand from the client’s point of view?
As you can imagine, very often we are called to help someone diagnose a sales problem. Like a Doctor, we must first understand the problem, diagnose what is missing and bring the sale back to life. This is what we call Sales Clinics. In doing this, we normally observe that the salesperson, manager and/or owner also comes back to life! Therefore, we call this segment “sales CPR with the idea that your sales are only “Mostly Dead” not ALL Dead!”
Note that the first thing we do is to listen, understand and diagnose the problem. This takes patience, interest, and a REAL WILLINGNESS TO PAY ATTENTION TO THE DETAILS. These include the thoughts of all parties involved. Many years ago, (more than 20) when we were doing sales clinics for large corporations, there were at least 5 different people involved in each sales cycle. These were very large million dollar or more projects. You can imagine the complexities involved as the client did not want to make a bad decision on such a large amount. Careers are at risk for all involved. Accounting for this fact, the details became extremely important. This is where I really practiced the skill of patience and truly being interested in the viewpoints of all parties involved.
Many times, we want to avoid failure at all costs, and this can cause us to see things that aren’t there, or pretend things are a certain way when they are not. We even tell ourselves things that are not 100% so we feel better. But in the end, when the cycle does not close, we must look at the fact that WE MISSED SOMETHING.
The ability to observe, analyze what you see, make a judgment or get more information is a critical skill. In the age of social media/internet, we tend to believe unverified opinions and false information including rumors from others without verification. Thus, we miss truth, facts, and data that is observable. We need to practice getting the details and paying close attention to what we find out. Look for data that does not make sense and ask additional questions.
Your potential client has a point of view. They are taking the time to find out about you, your company and your products and services. Why are they willing to invest this time? Do you really understand them and their interest? These are great questions to ask yourself or your sales team at any point in the sales process. What do we truly understand from the client’s point of view? You will find that being REAL about how much we really understand from the client’s point of view, can bring most sales back to life! AND by the way, you may create a lifelong customer. Isn’t that what its really all about?
Wishing you your greatest expansion in 2020!