First of all, What is Value? Value is the benefit that the Customer perceives to get when they buy your Product or Service.
Let us say I want to buy a membership in one of the top clubs in the city. The Value I perceive is the networking opportunity I get. But that is not a service that the club offers. The services they offer are dining, recreational, sports, fitness etc. You see the difference.
In our everyday Sales situations we should offer Value to clients. To do this, we should put ourselves in their shoes & look at the problems that need to be solved. Genuinely, that is.
It is not about what we have got to offer. It is about their problems & how can they solve them.
Some ideas for delivering Value:
1. Tell them how they can increase their bottom line, grow their business further, they will sit up & take note of it.
2. Write some content on why you think they are better than their competitors.
3. What their Competitors are doing that they are not.
4. Who are the movers & shakers in their Industry, what are they doing & where are they going.
5. Tell them how to get more customers.
More to come. Stay tuned!!
First & foremost, the underdog does not have any status to be safeguarded. It has no false sense of titles or ego. It operates without any such pressures. It knows that it is fighting a top dog & hence it does its homework, ups the game, puts up a tough fight & the best foot [a metaphor but literally in football :)] forward. It has minimal resources but uses them efficiently.
On the contrary, Top Dog thinks it is superior, unbeatable, strong, talented & nothing can stop it. It makes mistakes but fails to learn from them.
Fighting against odds is common. What is uncommon is not giving up till one succeeds. The fighting spirit inspires. It catches up with everyone like wildfire. It boosts confidence levels and spearheads one to higher efficiency levels of operating. We start thinking that we can reach our goals in spite of all these odds and work towards that.
I am inspired by Romelu Lukaku of Belgium who ran with the ball like a wild river till he passed the ball to Kevin De Bruyne who helped score their second goal.
Whatever it is, we need to enjoy the game 100% to be successful in it.
Fighting spirit sends blood to our nerves & we get unimaginable strength to win.
#inspiration #success #sales
Dr. Anil V. Pillai spoke about using Behavioural Sciences to get focused on the Customer & solve his problems. I had the privilege of attending this conference by CRM Academy Asia Founder Amit S. Chakarpani PhD.
Dr. Pillai said his friend Don Peppers, a Thought Leader in Customer Experience, Marketing & Sales was observing a Sales Person at a shoe store during a Christmas Sale.
This sales guy was recommending only American Shoes for every need – Athletic, Sports etc. Don was surprised. The store sells other brands – Nike, Reebok etc. When the sales guy took a break, he went & asked him why is he recommending only American Shoes & not the rest. Is he getting more commission or did his manager ask him to sell only this brand or is he carrying a sales quota that he wants to achieve this month, what’s the reason, he asked him.
The sales guy said – “none of those are the reasons. There is only one reason & that is: American Shoes come pre-laced whereas the other shoes don’t. I will spend 4 mins lacing up each pair & that would affect sales. Customers will walk away.”
The Store Sales guy is the Customer here.
Are you lacing up your Customer’s Shoes?
#customerfocus #sales #rethink
During my I year in college I was sitting in the Engineering Drawing Class. I was in the last bench. Until then [that is until School Final Year], I used to be a first bencher and I am not sure when did the transformation happen. 🙂
After teaching about “Scales”, our Tutor/Lecturer gave us a problem to solve. And I solved it while the rest of the class was still on it. I didn’t get up and brag that I solved it. Our Tutor came around and asked me why I was not doing it. I told him that I had solved it. He took a look. And patted my back and said “You are a Master”. I had solved it in a different method. I learnt that later when he solved it for the class.
Years later when I reflected on this incident, I felt happy.
How often do you identify your people’s talent? And what are you telling them to make it memorable for them to remember years later and feel good about it. They will feel happy that they worked for you and/or with you if you recognise their talent often.
It is a significant part of Machine Learning. And it tries to mimic human brain in a sense. There have been many failures as well as successes.
Speech Recognition & Image Recognition are huge successes.
It is a promising subject and opportunities are growing. It can probably predict medical problems or traffic bottlenecks on the road.
Ray Curzweil [Author of “How to create a mind”] is leading the initiative at Google and likewise Microsoft is also making progress in Deep Learning.
May be, some time in future, the AI System will be able to answer that dumb question: where do you find yourself 5 years from now?
The possibilities are endless. Exciting and Scary, at the same time.
Read this long & old [I am sure it must be few years, say 2013] but very interesting Technology Paper [before Google came out with Tensor Flow] from MIT:
- Dataiku, Florian Douetteau
- StreamSets, Girish Pancha
- MemSQL, Nikita Shamgunov
- 1010 Data, Greg Munves
- Salesforce, Marc Benioff
- Attivio, Stephen Baker
- SAP, Bill McDermott
- Qubole, Ashish Thusoo
- Trifacta, Adam Wilson
- Zaloni, Ben Sharma
- Reltio, Manish Sood
- Microsoft, Satya Nadella
- Cloudera, Thomas J. Reilly
- Sumo Logic, Ramin Sayar
- Google, Sundar Pichai
- Looker, Frank Bien
- MongoDB, Dev Ittycheria
- Snowflake Computing, Bob Muglia
- Talend, Mike Tuchen
- Databricks, Ali Ghodsi
- Informatica, Anil Chakravarthy
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