Performance Controller

"However beautiful the strategy, you should occasionally look at the results"...WC Print

As the downturns kicked in last year for a while it seemed the music may stop. But then someone said ” Play it again, Sam?”. In our company this has seen some rapid growth in e-demand for our services. This is especially so in support area as customers had deferred investments in favor of making things work a bit longer while things were tough.

As one who literally works daily in 3 continents and in as many languages, I am a fan of the idea that I can collaborative simply with pervasive communicational tools. These days we can also all use then at an easily affordable cost.

For me and my colleagues was are able to do this using our versions of Beam Me Up Scotty communicator to keep in touch on a far wider surface than the conventional quarter mile of traditional business. Hence as the demand has changed we are always in touch and  contactable with this capability we now continue to service long standing customers often without the need to even leave home.

For 15 years and more we have been able to connect in some way like this. Both informally and formally alliances and colleagues do business this way and more recently we also do it directly with customers.

Even as they move around when I turn on our computers each morning I have maintained a strong presence that has kept me in touch personally with key contacts and customers on a daily basis.  Daily habits are also subliminal as people come and go online with an in touch awareness that keeps us connected. And once trust is established we are generally all happy to be available to each other at any old time.

But of course the face to face activity will never be totally replaced. For example selling  is a contact process that requires continual reinforcement of trust, and capability. These  credibility assurances are vital to maintain ongoing connections. The ability to listen and anticipate needs is the real key that provides the quality in the dynamics of business. This cannot be done without physical presence so salesman and supply chain players must continue waking around. And without that best laid plans for automated process supply will also fail as competitors exploit any gaps that appear and move in on your patch.

That is why, even though systems give us great contact presence online now, we must never forget to call in on our suppliers and customers from time to time.

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As many wrestle to make the numbers, we need to be sure our selling message is clear and we understand our buyers. That fact will never change. In selling it is also easy, in the quest to get the solution, to forget what we came for: to get an order. As the salesperson deals with tasks that surround his objective; education, positioning, proving, competitors, objections handing and so on, how many times, as a buyer, have you been ready and the salesman did not come back?

Need is the mother of invention … as is selling. So the task of selling is never simple or easy.  Like motherhood the selling rewards can be good, especially when you use all your skills to bring it all together. Understanding buyer resistance and what’s missing will make practical selling easier and close more deals.

When the business buyer signal is red, invariably one of three things is missing.  A prospect will never be qualified or ready until they have:

1.        identified a compelling dissatisfaction with how things are,

2.        a clear vision of what the improved state would look like &

3.        a workable plan to get it with at least the first steps clear.

The buy option goes green when all three are clear and then the need for change is an  imperative.

It is very easy to get off the track and lose focus when clarifying points of process or technical impact issues.  However selling is social not technical, so we must not miss the point that a salesperson’s job is to bring in the deal. It is not your technical advisor.

As a salesperson, once you are certain your proposal is sound in these terms, you should have no concern to move to the closing question, "Is there any reason that we would not to expect your order? 

As a practical first step to better sales, try doing a survey with your clients. Simply ask people what they need fixed?  As you ask about their problems and listen well to see if you can help, you can move to next steps.

People with the number 1 issue, "dissatisfaction," will always be happy to talk to you and will let you know what they need changed.  Once you know this you are well underway.

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