During our careers, we have witnessed the maturing of technology as it relates to almost all business applications. The advances in accounting, manufacturing, engineering, and supply-chain applications are astounding. Just as we may know more about the moon than about the deepest parts of oceans on earth, Sales (perhaps the most essential business application) has resisted fully successful implementation of technology because it has not been codified in a repeatable process. We believe Customer Focused Selling can enable you to remove that barrier.
Companies spend untold amounts of money honing their offerings to the point where they have what they perceive to be advantages over others in their market space, only to be sometimes disappointed with their results. Taking IBM’s mainframe business as an example, in recent years their offerings were seldom the fastest, the latest technology, or the cheapest. They did, however, do a tremendous job at accessing executive levels of their customers, often one or two levels higher than their competition, and winning on Key Player business issues.
We hope that after reading this resource, you have acquired a new outlook on Sales and the belief that best practices can be applied to shaping your customer’s experience. When asked the most common reason that salespeople lose, we say without hesitation: They get outsold. While implementation of a sales process is difficult, the potential rewards of making the way your organization sells a competitive advantage are virtually unlimited. Customer Focused Selling can provide the way to achieve this advantage.
We wish you good luck and good selling.