Self Centered Salespeople and Customer Focused Selling

Posted by Dave Kurlan on Tue, Dec 06, 2011 @ 08:12 AM

Most of the newer material on sales effectiveness is about being more customer focused.  While this gets misinterpreted, the basics cannot be misunderstood.  It's about them (customer).

Unfortunately, many of the B players - the group in the middle - will never become A players because for the B's it's all about "me".

If you listen to their phone calls, observe them on sales calls, and read their emails, you'll notice that the common theme to their communication is always "I".

Your B's say things like, "I would like to schedule some time", or, "I would like to meet you", or, "I want to talk with you about", or, "I want to explain how", or "I want to learn about", or, "I will be in your neighborhood, city, state or country and I thought it would be great for us to meet".

Who cares?  And more importantly, how does this serve to gain a prospect's or customer's trust?  To show you care?  To build a strong trusted advisor relationship?  Or even to build a partnership?  

Change won't occur until your salespeople learn to ask questions that put the focus on their prospects and customers.

Your A's say things like, "Would you find any value in", or "Would you like to talk about", or, "Would it make sense to discuss", or "What would you like to do?"

Pay attention to who your salespeople put first in their conversations, letters and communications and you'll understand what to coach them on.

Topics: Dave Kurlan, Trusted Advisor, Sales Coaching, gaining trust, sales partnership

The Importance of Pride, Self-Esteem and Confidence in Sales

Posted by Dave Kurlan on Fri, Jan 29, 2010 @ 05:01 AM

My guest on this week's edition of Meet the Sales Experts was Bob Sinton and we talked a lot about the importance of pride, business self-esteem and two levels of confidence:

  1. the confidence that comes from knowing the sales process, strategies and tactics to effectively execute a sales cycle;
  2. self-confidence - that feeling that you will simply be comfortable in your own skin, with another individual, who you will successfully sell.

We also talked about the importance of reaching Trusted Adviser status with your customers and clients, and how different that is from Vendor, Preferred Vendor, and Partner.

Bob's niche is in the service industry - businesses associated with construction - so we talked about people whose background may not be sales.  Since they are being asked to acquire business, we discussed the difference between their title (plumber) and role (sell).

Bob is a believer in performance based pay - for everyone - and sees the day coming where everyone is compensated on performance.

His top tips for success in 2010:

  1. It's not enough to just be good anymore.  You must be better than you were before - you must become great.
  2. You must have a step by step plan to achieve your goals.  It's a new world and we have a new economy so your plan of action much change - at least slightly.
  3. For CEO's and Presidents - Fish stink from the head down so you need new strategies and a new mentality to succeed in this new economy.
  4. Sales Managers must take the lead in the quest to improve their salespeople.
  5. Salespeople must embrace the changes to the plan in order to see their results change.

Listen to the show.  Contact Bob.

(c) Copyright 2010 Dave Kurlan

Topics: Dave Kurlan, Trusted Advisor, sales management, Sales Force, bob sinton

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

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