{"id":522,"date":"2012-02-10T00:24:25","date_gmt":"2012-02-10T00:24:25","guid":{"rendered":"http:\/\/www.matriximpact.com\/fsf\/?p=522"},"modified":"2012-02-10T00:24:25","modified_gmt":"2012-02-10T00:24:25","slug":"sales-co-creation","status":"publish","type":"post","link":"https:\/\/matriximpact.com\/site\/2012\/02\/10\/sales-co-creation\/","title":{"rendered":"Sales Co-Creation"},"content":{"rendered":"

One of the most glossed over facts in all of sales improvement seminars, webinars and literature is what part the customer plays in the final outcome. The \u201cexperts\u201d spend the majority of their time telling us how to improve this<\/em> skill or that<\/em> talent. However, they spend an inordinately small amount of time talking about the customer\u2019s role in completing the sale. That ends here.<\/strong><\/p>\n

In the Beginning<\/strong><\/h4>\n

Let\u2019s think about how a customer becomes aware of our product or service. They may have seen some form of advertisement or heard by way of a third party, but in the end it almost always boils down to FIRST<\/span> contact with the sales person. Now tradition dictates that we do \u201cX, Y and Z\u201d on an initial call, email, snail mail, social media, etc. yet what is it that the customer wants from the experience?<\/p>\n

I state UNEQUIVOCALLY<\/span><\/strong> a customer wants to be educated NOT SOLD<\/span>. They want the sensation of learning without feeling manipulated. Most customers believe they can make the best decision possible\u2026 they just lack the right information. When educated, they can share this information either positively or negatively with others in the company and disseminate the info how they see fit.<\/p>\n

When we become a resource to the customer we correspondingly INCREASE<\/span> our worth to them. Becoming somebody they come to trust to provide valuable information. Our calls seem less like drudgery and more like an opportunity. Our emails are potential founts of information and every customer\/prospect touch has increased value. This is how we want to start EVERY<\/span> prospect interaction.<\/p>\n

We Trip On What We Don\u2019t See<\/strong><\/h4>\n

Every customer is unique, each having a distinctive sales cycle and timetable. Yet, sales gurus will teach 100\u2019s of different selling processes and NOT ONE<\/span> of them is based on how the customer wants to purchase.<\/p>\n

Instead what you have are salespeople who blame the prospect for their woes<\/p>\n