Drum roll please….the award for this weeks top article goes to the Harvard Business Review:
My favorite part of the article:
“Customers were painfully blunt on this point: They perceived very little difference between suppliers on things like brand, product or price. At the same time, the sales experiences they delivered were highly variable. Some reps, they said, would so thoroughly waste their time that at the end of the sales call they felt as though they’d just been robbed of an hour of their lives. On the other hand, those same customers told us that other reps would take the time to provide information so interesting and valuable that — to paraphrase Neil Rackham — the customer would have been willing to pay for the conversation itself. “I love meeting with those folks,” customers would tell us, “I always learn something when I spend time with them.”
For 15+ years I have asked prior to conversations with prospects , “will this conversation make good use of their time?”. If the answer is not a firm yes, I move on to another call. Simple as it might seem it is a powerful way to stay focused on bringing value to each and every person that you interact with and according to the article a great way to win over clients.
Simple but not easy, I get weekly calls from sales professionals who are more interested in selling a product or service than they are in understanding how I would benefit from the purchase. It seems much easier to stay focused on the “pitch” than it is to invest the time, energy and research into knowing how the prospect will benefit from what you are selling. This is why regular people don’t like sales people!
So I ask my fellow sales professionals are you worth the time?