Most sales professionals would agree that our current and prospective clients buy differently in today’s dynamic market. Not just products or services, but credibility, repute, and their perception of your personal and organizational brand, value proposition (how will I be better off because we’re in a relationship together), and how you fit in their daily journey (we’re all guests!). I’ve been through Nine (9) different sales methodologies over the years, and they’ve all been valuable. Unfortunately, they’re also all trying to sell in today’s complex business environment, using 1950s models of buyer-seller interactions, objection handling, negotiation tactics, and push mentality!
It’s time to think and lead differently. You’re no longer the smartest person in the room, and you don’t have all the answers. It’s time to stop pushing and start creating market gravity. It’s time to Co-Create alternative paths to success with those who experience your demonstrated interest in their success. Only when they know, like, and trust you, will they begin to collaborate with you in solving complex challenges or addressing enormous upside opportunities. Otherwise, you better start dialing for dollars and let the rest of us know how all that cold calling is going for you!