Michael Dowling en Directors and Executives, beBee in English, Sales US Central - Partner Leader • Amazon Web Services 22/9/2016 · 4 min de lectura · +400

Do You Even...Yes?

Do You Even...Yes?

It’s so easy to say NO. Ask sales professionals…they hear it so often that they create ways to overcome objection before they even have their first conversation. The crazy in this is sometimes you hear NO even though a YES would instantly add value. 

Why is this? Pretty simple. It’s just easier to say no – to do nothing. Sooooo frustrating...but check this:  It’s not just your customers who do this. You do it too. All. Day. Long. 

Habit

Oxford Dictionary defines Habit: a settled or regular tendency or practice, especially one that is hard to give up.

This is the crux of No. It’s a habit…and habits are most associated with BAD. I mean..you hardly ever hear someone being recognized for their good habits. Think on this. Let your mind wander to all of the bad habits you have…and some of the people you know. Try not to shudder.

Do You Even...Yes?

Your Sales Process is Your Bad Habit

Some of you may have already come to a realization that what you have been doing every day for the last decade or so is not giving you the kind of return you are used to. Rather…you find yourself with more problems. Problems like stress, inconsistent performance, fewer opportunities…fewer $$$’s. 

What you are dealing with is the SHift.  A SHift in the way Customers Buy…and a SHift in the value they are expecting from their vendors.

You don’t control the information anymore…you are not even the conduit. The customer is driving the bus, and you are way in the back…along for the ride.

Your sales process is your BAD HABIT.

Low Value Approach – Bad Habits

Successful activities that generated plenty of momentum in the past…don’t work so well anymore. A megaphone approach of noise and a flurry of activity similar to a brute force attack works the numbers angle…but does little to show value. Here is an example:

  • Heavy outbound calls and emails (Blitzkrieg) in an attempt to reach hundreds of contacts…and hope to set 3 new meetings PER WEEK.
  • Pitch…Pitch…Pitch. Why your company. Why not the Competition. Always pushing…always overcoming objection. Always closing.
  • Collect PO – Hand off to service team or partner for delivery.
  • Beat number…Repeat next quarter. Next Year. 

First…this sounds exhausting and defeating. Second…who has passion for this kind of stuff? Where is the personal and professional growth? These low value approaches enable NO. It expects NO, and it perpetuates NO.

You perpetuate NO with this approach.

Recogn