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Hunting Monkeys
Solving what’s really bothering your customers
Everyone has something that’s
bothering them. In our personal lives, it could
be that our car is giving us trouble, our kids
are driving us nuts, our neighbors are being a
pain, or our cost of living is exceeding our
income. In business, it could be our boss is
unreasonable, our vendors are being difficult,
our customers are making demands we can’t
address, or our job promotion hasn’t come
through. Whatever it is, most people have a
“monkey on their back.” And as sales
professionals it’s our job to hunt for those
monkeys to find out what’s really bothering our
customers.
Why should we care? Well, to begin with, unless
you know what’s bothering your customer or what
pain he’s suffering, how else will you know how
to solve his problem? If he has an itch, you
have to know how and where to scratch it. Some
of the biggest issues buyers have with sales
people are that they feel that sales people:
- Don’t understand their needs
- Don’t listen to them
- Talk too much
- Don’t present a compelling solution
- Don’t convince them of the value they’d
receive
- Are too eager for their business
- Are unprofessional
- Are too focused on their own needs and not
those of the client
By not trying to understand what monkeys the
customer has on his back, sales people are only
exacerbating these beliefs...Read
More
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Swimming Naked
Being
unprepared in a tough market
can
catch you with your pants down
Warren Buffett once said, “You
don’t know who’s swimming naked until the tide
goes out.” So picture this – Everyone’s having a
good time swimming at the beach. They’re all up
to their necks in water and only their heads are
exposed. Suddenly, the tide starts going out and
exposes everyone’s body down to their knees. No
one is exempt. The tide affects everyone. If you
just happen to be skinny dipping, then you’re
exposed. No help. No exceptions. No mercy. You
are stuck. Of course you can go into deeper
waters, but that’ll just increase your risk of
drowning because now you’re that much further
from the shore and safety. This is not a good
situation to be in. Did you plan well? Of course
not. Do you have a lot of options? Of course
not. Are you in trouble? Of course you are.
Now substitute the water with your business,
industry and marketplace. And substitute the
tide with market conditions. Market conditions
could be the economy, the price of gas, our
nation’s war, the housing market, competitive
pressures, international strategies, and more.
When these conditions hit, they take no
prisoners. There’s no mercy. Everyone gets
affected. Just look at the affect of the recent
housing market on all sorts of businesses. It’s
not just affecting the real estate industry and
housing contractors, but it has a ripple affect
on dozens, if not hundreds, of other businesses
that feed off of the housing industry...
Read
More
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Happy Holidays from Peak Sales Consulting, LLC
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PEAK
Sales Consulting, LLC specializes
in working with businesses to develop and
implement business and sales processes. Our focus
is to help businesses increase sales revenue,
reduce sales cycles, enhance lead flow management,
develop world-class sales teams, and create
customer retention strategies. PEAK Sales
Consulting develops Sales Process and CRM
strategies, provides sales coaching and training,
and offers sales technology solutions.
Visit us at www.PeakSalesConsulting.com
or call us at (702) 655-5652. Our email
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