Sometimes what you read in the manual really only works in the manual!
My experience has taught me that in real life things work differently.
Here are five alternative perspectives:
1. The customer is always right.
Apart from when they are wrong. In business and sales it’s not only ok to challenge your prospect’s thinking, it’s actually very effective in winning business. If done correctly, elegantly and in the right circumstances.
Don’t just disagree for the sake of it!
2. Your job is not to make a sale; it’s to deliver value.
Too many sales people get this confused. Their “raison d’etre” is to close the sale at all costs, regardless of whether or not it’s of benefit to the customer.
I say explore if there is genuinely any value in the transaction taking place (partnership, sale, merger, exchange etc).
If there is, proceed.
If there isn’t any value…your call…
3. Sales leaders should be the best at selling.
No, not necessarily.
They must be proficient of course but not the best. They should however be accomplished at leading sales people.
Different skill set, different role.
Don’t blur them.
4. A champion team tends to beat a team of champions.
A cohesive culture with teamwork and collaboration at it’s core tends to produce better outcomes than a group of lone assassins.
While leading high performing sales floors, I have sacrificed strong salesmanship for cultural fit with new hires on many occasions; and I have never regretted that decision.
5. You are buying and selling.
Some clients are actually not worth doing business with.
Controversial? Maybe. But it’s true.
You don’t have to do business with everyone.
You can “buy” as well as sell.
Try being more selective and picking only the right opportunities to sink resources into.
Remember, some rules can stay in the rulebook. You decide if they apply in your business or not…