With a huge response and clear desire to up the ante on selling in this new economy, the answer lies in the salesperson embracing a new style of communication, purpose and creativity. When I undertook SPIN selling a few years ago, we used it as a true differentiator and were the envy of our competitive rivals as we had a methodology for getting down and dirty and really nutting out the client’s problems. This process served its purpose and so did we as we met our clients needs by providing justified and creative solutions.
Whilst still a much needed solid skill necessary to move to trusted advisor level of sales leadership it is now not only a commodity – everyone appears to be spinning their customers, it is not enough! So where to from here – what is the difference that makes the difference?
In my research and discussions with clients, many sales organisations are finding that their sales teams don’t know what they don’t know. They have reached this level of unconscious incompetence and are finding themselves stuck in how to propel themselves, the relationship with the client and subsequently the business forward.
We hope this blog provides those options by providing positioning, strategies and thought leadership. We have created the following martial arts metaphor and you will be at one of the belt levels. Which one? We would invite you to share your stories, insights and contributions whatever level you think you are at. We trust that you will be able to see a clear path forward and be more in tune with the level of support with which to achieve your growth and that we provide that support.
Be Bold and Brilliant!
Bernadette McClelland is an expert in sales conversations that drive value and deliver million dollar results. Contact her office now on 1300 935 226 or [email protected]